Director, Incentive Compensation
About The Position
The Director of Incentive Compensation leads the strategy, design, implementation of an IT tool, and administration of enterprise-wide sales compensation and incentive programs. The role supports target setting and aligns compensation plans with corporate revenue goals to drive sales performance while maintaining operational accuracy, scalability, and compliance. The Director works closely with Sales, Finance, HR, and Operations to optimize compensation structures that motivate performance and support financial objectives. The position is based in Bridgewater, New Jersey, or BWI and requires onsite work four days per week. It also involves building and leading a high-performing incentive compensation team, setting priorities and performance expectations, and supporting employees’ professional development.
Requirements
- Bachelor’s degree in Life Sciences, Business, Finance, or a related field.
- At least 5 years of experience in sales compensation, finance, or sales operations.
- Deep expertise in incentive compensation design and sales performance management.
- Strong analytical skills, including advanced Excel and data modeling capability.
- Experience with compensation management platforms, such as SPIFF.
- Familiarity with quota-setting methodologies and territory design.
- Strong understanding of Salesforce adoption, sales methodology, qualification, pipeline discipline, and commercial enablement.
- Ability to influence leaders and cross-functional partners through clear expectations, practical training, credible expertise, and a collaborative style.
- Strong facilitation, instructional design, communication, change management, analytical, and stakeholder engagement skills.
Nice To Haves
- Advanced degree.
Responsibilities
- Lead development of annual and quarterly incentive compensation strategies aligned with company revenue goals.
- Design sales compensation plans, including targets, commissions, and bonus structures, across go-to-market roles.
- Evaluate plan effectiveness using performance analytics and recommend adjustments.
- Align compensation plans with strategic priorities, including growth segments, new product adoption, and margin expansion.
- Oversee end-to-end compensation operations, including target setting, plan deployment, crediting rules, and payouts.
- Ensure timely and accurate calculation and distribution of commissions and incentives.
- Implement a compensation system, such as SPIFF, and related tools.
- Establish and maintain scalable processes as the organization grows.
- Develop reporting and dashboards to track sales performance against compensation outcomes.
- Analyze plan effectiveness, cost of sales, pay-for-performance alignment, and incentive-program ROI.
- Provide executive leadership with insights and recommendations.
- Ensure compliance with legal, audit, and financial controls related to incentive compensation.
- Maintain documentation of compensation plans, policies, and procedures.
- Partner with Finance on commission accruals, forecasting, and budgeting.
- Partner with Sales Leadership to align compensation plans with business objectives and territory strategies.
- Collaborate with Finance on compensation expense planning and headcount modeling.
- Work with HR on job architecture, career progression, and pay equity considerations.
- Build and lead a high-performing incentive compensation team.
- Establish clear team priorities and performance expectations, and create professional development plans.
- Perform other duties as assigned.
Benefits
- Competitive paid time off
- 8 paid holidays
- Medical coverage options
- Dental coverage options
- Vision coverage options
- Generous 401(k) match
- Tuition reimbursement
- Annual bonus target
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What This Job Offers
Job Type
Full-time
Career Level
Director
