Director, Sales Compensation

Docusign • San Francisco, CA

6h • Hybrid

About The Position

As the Director, Sales Compensation, you are a strategic leader responsible for the design and effectiveness of our global sales incentive programs. You will act as a bridge between corporate objectives and sales execution, ensuring our compensation plans are innovative, scalable, and directly aligned with our Go-To-Market (GTM) strategy. You will lead a team of sales compensation professionals, focusing on the evolution of our incentive structures to drive desired sales behaviors and support company growth. This role requires a strategic mindset and the ability to serve as a trusted advisor to senior GTM and Sales Finance leaders on matters of incentive design and performance modeling. You will work cross-functionally with Sales Ops, Finance, HR, and Legal to create novel incentive solutions that attract and retain top talent. This position is a people manager role reporting to the Sr. Director, Sales Compensation.

Requirements

• 12+ years of experience in sales compensation, sales strategy, or a related analytical field
• 5+ years of people management experience, with a proven track record of developing talent
• BA/BS in Finance, Business, Analytics, or a related field

Nice To Haves

• Experience with SaaS business models and enterprise GTM principles
• Experience in a professional, fast-paced tech environment
• Strong analytical skills and the ability to translate complex data into actionable strategy
• Familiarity with sales performance management software such as Xactly, Salesforce, and Tableau
• Excellent organization, documentation, and communication skills, with the ability to influence senior stakeholders
• An MBA or other advanced degree

Responsibilities

• Lead the end-to-end design, modeling, and implementation of global sales compensation plans, SPIFFs, and other incentive programs (i.e. President’s Club)
• Conceive and develop incentive structures that advance the function's capabilities and drive specific sales behaviors aligned with corporate revenue goals
• Serve as a strategic advisor to GTM and Sales Leadership, providing data-driven guidance and support related to sales compensation strategies
• Own the modeling and impact analysis of new plans to ensure they are competitive, effective, and fiscally responsible
• Participate in yearly Sales Compensation Design and Planning and govern Global Sales Ops Policies (GSOPs) along with the plan terms and conditions
• Partner with the Systems and Planning team to gather requirements for plan configuration and ensure successful rollouts.
• Mentor and coach the Sales Compensation Strategy team, fostering a culture of operational excellence and career growth
• Direct competitive benchmarking and market analysis to ensure compensation programs remain innovative and effective in a fast-paced tech environment
• Build a compensation analytics team that is responsible for providing quarterly review of plan effectiveness against fiscal goals
• Support company wide OKRs and company Compensation terms and conditions design and deployment

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).
• Global benefits provide options for the following:
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Director