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 to 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 provides strategic oversight of incentive and bonus programs, including the Incentive Compensation and President’s Club programs. It leads planning cycles, plan communications, payout execution and governance, and the development of scalable administration capabilities, tools, and technology. It also uses modeling, testing, validation, health checks, and performance reporting to inform compensation design, goal setting, and execution improvements. The Director defines KPIs and works with Advanced Analytics to build dashboards and reporting for representatives, managers, and leaders. The role translates performance insights into targeted actions, equips frontline managers with coaching frameworks and incentive literacy, embeds coaching into operating rhythms, and promotes continuous improvement, accountability, and data-driven coaching. The position requires approximately 10% overnight travel for key external and internal meetings.
Requirements
- Bachelor’s degree or better.
- At least 10 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.
- Experience leading, coaching, and developing dynamic teams of high-performing individuals.
- Ability to present effectively to executive audiences.
- Track record of delivering solutions with attention to detail, accuracy, and 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; the 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 defined success measures, 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 communications, field readiness, and ongoing interpretation to support clarity and adoption.
- Ensure incentive-related enablement is measurable, behavior-based, and linked to KPIs.
- Provide strategic oversight of incentive and bonus programs so they are executable, motivating, compliant, and fiscally responsible.
- Lead accurate and timely incentive compensation execution, including payout calculations, documentation, and governance.
- Define short- and long-term solutions for compensation administration and partner with Commercial Enablement, IT, and internal teams to deliver scalable tools and technology.
- Provide strategic leadership for 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 using modeling, testing, and validation.
- Conduct regular incentive compensation health checks, including goal attainment, payout distributions, and advantaged or disadvantaged segments.
- Develop materials communicating plan designs to field teams, including design documents, incentive compensation statements, ranking reports, and payout estimators.
- Define and operationalize leading and lagging KPIs for execution quality, adoption, and outcomes.
- Work with Advanced Analytics to build actionable dashboards and reporting for representatives, managers, and leadership.
- 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.
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.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Director
