Director, Sales Incentive Design & Strategy

Mastercard • Boston, MA

3d

About The Position

Director, Sales Incentives Design and Strategy Overview: Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market‑benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency. The Director of Sales Incentives is responsible for the execution of transformation and subsequent annual calendar of strategy, design, optimize and govern sales incentives design for our regional and specialty sales organization. You will translate the GTM strategy into scalable, compliant, and motivating incentives that drive growth, profitability and seller performance worldwide.

Requirements

• Experience in designing and operating standardized program frameworks and governance structures
• Ability to translate insights into actionable plans
• Strong business acumen and commercial awareness
• Strategic and collaborative work approach across various business lines, functions, and regions
• Excellent managerial, interpersonal, written, and verbal communication skills

Responsibilities

• Enterprise sales incentive strategy & governance: Own the global design standards for incentive plans and sales awards across regional and specialist selling roles, ensuring consistency, fairness, and alignment to annual business strategy across all regions.
• Role eligibility: Define/maintain role groupings (generalist vs. specialist), eligibility rules, crediting principles, and participation guidelines for incentives and awards globally.
• Pay mix & benchmarking: Set and maintain pay mix targets (base/incentive leverage) and market benchmarking inputs by role/level/geo to support competitiveness and talent outcomes.
• Plan design & mechanics: Design plan structures and mechanics (measures, weighting, thresholds, quotas/targets, gates, accelerators, decelerators, caps/floors) that reinforce desired selling behaviors and profitable growth.
• Financial modeling & scenario analytics: Build and maintain detailed payout and cost models (sensitivity, attainment distributions, ROI, funding rates, dilution/overachievement risk) to support annual plan changes and in-year adjustments.
• Behavior-to-metric alignment: Translate annual strategy into measurable selling behaviors and ensure plan measures/accelerators drive the right outcomes (e.g., new logo, renewals, penetration, product mix, multi-rail growth).
• Global awards program ownership: Own the end-to-end design framework for sales awards (categories, criteria, scoring, nomination workflows, governance, and auditability) across regions and specialist teams.
• Country compliance & filings: Coordinate with legal, finance, payroll, and local HR to support country-specific requirements (regulatory/tax considerations, works councils where relevant, required notifications/filings).
• Plan documentation & controls: Produce and manage global/regional plan documents, terms & conditions, payout calendars, FAQs, and change-control/versioning; ensure clarity, defensibility, and audit readiness.
• Annual planning cycle enablement: Partner with Sales, Finance, and HR to run the annual design/modeling cycle—timelines, design decisions, trade-offs, and executive-ready materials supporting approvals.

Benefits

• insurance (including medical, prescription drug, dental, vision, disability, life insurance)
• flexible spending account and health savings account
• paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave)
• 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire
• 10 annual paid U.S. observed holidays
• 401k with a best-in-class company match
• deferred compensation for eligible roles
• fitness reimbursement or on-site fitness facilities
• eligibility for tuition reimbursement

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees