Director, Head of Incentive Compensation & Execution Excellence
About The Position
The Director of Sales Execution & Enablement designs, operationalizes, and drives adoption of incentive compensation programs and field enablement initiatives that improve execution, behavior change, and measurable performance outcomes. The role connects incentive compensation, field enablement, and execution excellence so that compensation plans and enablement efforts translate into consistent field execution and KPI attainment. It partners closely with Sales Leadership, Finance, HR, Training, and Field Enablement to align incentives, tools, and coaching with company priorities and frontline execution. The role leads incentive compensation strategy and execution, including plan design, planning cycles, modeling, forecasting, communications, governance, payout execution, and scalable administrative capabilities. It provides strategic leadership for Incentive Compensation and President’s Club programs, makes data-driven recommendations on compensation design and goal-setting, and evaluates plan health through goal attainment, payout distributions, and segment analyses. The Director also defines and operationalizes KPIs, partners with Advanced Analytics on dashboards and reporting, monitors trends, and translates insights into actions for leaders and frontline managers. The role enables managers with coaching frameworks, performance insights, and incentive literacy, and works with Sales Leadership and Training to embed coaching into operating rhythms. The position requires approximately 10% overnight travel for key external and internal meetings.
Requirements
- Bachelor’s degree or better.
- 10 or more years of experience in Incentive Compensation, Field Enablement, and/or Commercial Effectiveness.
- Proven experience designing and operationalizing incentive compensation plans tied to behavior and execution.
- Strong understanding of sales motions, frontline execution, and manager-led coaching.
- Experience defining and using KPIs to drive adoption and performance change.
- Ability to translate data into actionable insights.
- Exceptional stakeholder management and communication skills.
- Ability to present effectively to executive audiences.
- Track record of delivering solutions with excellent attention to detail, accuracy, and derived value.
- High sense of urgency balanced with a focus on quality and process.
- Project management skills and demonstrated ability to lead multiple projects and priorities.
- Ability to travel for key external and internal meetings as needed; role requires approximately 10% overnight travel.
Responsibilities
- Design and manage incentive compensation plans that drive desired field behaviors, execution excellence, and strategic priorities.
- Translate business goals into clearly defined measures of success, including quantifiable targets and performance metrics.
- Partner with Finance, HR, Legal, Compliance, and Sales to ensure plans are compliant, scalable, and financially sound.
- Lead annual and quarterly compensation planning cycles, including scenario modeling and performance forecasting.
- Own compensation plan communication, field readiness, and ongoing interpretation to ensure clarity and adoption.
- Ensure enablement efforts tied to incentive compensation are measurable, behavior-based, and linked to KPIs.
- Provide strategic oversight of incentive and bonus programs to ensure they are executable, motivating, compliant, and fiscally responsible.
- Lead accurate and timely execution of incentive compensation plans, including payout calculations, documentation, and governance.
- Define and drive short- and long-term solutions for incentive compensation administration, including scalable capabilities, tools, and technology; partner with Commercial Enablement, IT, and other internal teams to deliver them.
- Provide strategic leadership for the Incentive Compensation and President’s Club programs in partnership with field leadership, HR, and Finance.
- Make data-driven recommendations on compensation design and goal-setting methodologies informed by modeling, testing, and validation.
- Conduct regular incentive compensation health checks, including goal attainment, payout distributions, and advantaged or disadvantaged segments.
- Develop plan communication materials for field teams, including design documents, incentive compensation statements, ranking reports, and payout estimators.
- Define and operationalize leading and lagging KPIs to measure execution quality, adoption, and outcomes.
- Work with the Advanced Analytics team to build dashboards and reporting that provide actionable insights at rep, manager, and leadership levels.
- Monitor performance trends to identify risks, opportunities, and coaching needs, and translate insights into targeted actions for leaders and frontline managers.
- Enable frontline managers with coaching frameworks, performance insights, and incentive literacy.
- Partner with Sales Leadership and Training to embed coaching into operating rhythms, such as QBRs.
- Support managers in diagnosing performance issues and reinforcing behaviors tied to incentives and enablement.
- Promote continuous improvement, accountability, and data-driven coaching.
- Lead, coach, and develop dynamic teams of high-performing individuals.
Benefits
- Annual short-term incentive award, such as a bonus or sales incentive.
- Annual long-term incentive award, such as equity.
- Medical coverage.
- Dental coverage.
- Vision coverage.
- Life insurance.
- Disability insurance.
- Lifestyle reimbursement program.
- Flexible spending and health savings accounts.
- 401(k) with a generous company match.
- Paid time off.
- Wellness days.
- Holidays.
- Two company-wide recharge breaks.
- Family resources and leave.
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What This Job Offers
Job Type
Full-time
Career Level
Director
