Director, Sales Compensation

Salesforce•Seattle, WA

1d•Hybrid

About The Position

Salesforce is seeking a Director, GIC Operations Excellence to lead a new team within the Global Incentive Compensation (GIC) organization. This role is focused on driving innovation in incentive compensation operations and processes, leveraging operational strategy, data analytics, AI, and process engineering. The goal is to modernize GIC Operations to provide world-class support to Salesforce's global sales team of 39,000 sellers. The Director will identify, design, and execute improvements across the incentive compensation operational lifecycle, aiming to eliminate manual work, automate processes, and build a faster, more accurate, and scalable GIC organization. This position requires strong cross-functional collaboration and the ability to translate strategic vision into execution. Success will be measured by leading a high-performing Ops Excellence team, reducing manual effort and errors, establishing a culture of continuous improvement, and becoming a trusted partner to GIC leadership and stakeholders in Sales, Sales Ops, Technology, HR, and Finance. The role will champion data and AI to democratize insights and accelerate execution.

Requirements

10+ years of progressive experience in incentive compensation operations, strategy, and/or technology, with meaningful exposure to process transformation and/or technology-enabled change.
3+ years of people management or team leadership experience.
Deep understanding of incentive compensation operations, systems, and/or sales compensation design.
Demonstrated track record of successfully designing and implementing process improvements that reduced manual effort, improved accuracy, or scaled operational capacity.
Strong command of process mapping methodologies and a structured approach to problem diagnosis and solution design.
Experience working with data and analytics tools to drive insights and measure operational performance.
Hands-on experience with or strong interest in AI and automation technologies and how they apply to sales compensation or finance operations.
Exceptional project management skills with the ability to manage multiple workstreams across complex, cross-functional environments.
Strong executive communication skills — both written and verbal — with the ability to influence senior stakeholders and translate complex operational concepts into clear narratives.

Nice To Haves

Familiarity with Tableau or similar BI tools.
Salesforce product experience (Spiff/ICM, Tableau, CRM) is a plus but not required.

Responsibilities

Standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model.
Diagnosing operational friction across GIC's workflows and building a prioritized roadmap of improvement initiatives.
Partnering deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross-functional teams to align on priorities, resources, and outcomes.
Turning ideas into pilots, pilots into programs, and programs into durable operating infrastructure.
Lead end-to-end process mapping of GIC's core operational workflows, documenting current-state processes, identifying bottlenecks and redundancies, and designing future-state solutions.
Partner with functional leaders across GIC to understand pain points, prioritize improvement opportunities, and drive structured problem-solving.
Identify and execute opportunities to automate manual, repetitive, or error-prone processes across the GIC operational lifecycle.
Champion the use of AI tools — including Agentforce and generative AI — to improve how GIC teams access information, resolve cases, issue plans, and support sellers.
Partner with GIC's technology and analytics teams to scope, test, and deploy automation and AI solutions.
Leverage data to quantify operational inefficiencies, set baselines, and measure the impact of improvement initiatives.
Build reporting frameworks that give GIC leadership real-time visibility into operational health, workload, and process performance.
Drive alignment across GIC, Sales Operations, Finance, HR, and Technology on process improvement priorities and shared infrastructure investments.
Lead change management for new tools, processes, and operating models — ensuring adoption is fast, smooth, and well-supported.
Represent GIC Ops Excellence in senior leadership forums and cross-functional planning discussions.
Build, recruit, mentor, and develop a new team of operations and transformation professionals.
Establish a team culture grounded in curiosity, rigor, and execution — where bold ideas are welcomed and follow-through is expected.