Sales Compensation Director

Glean•San Francisco, CA

7d•$190,000 - $250,000•Hybrid

About The Position

Glean is seeking a Sales Compensation Director to join our GTM Strategic Finance team and partner with our GTM organizations. This is a highly visible, strategic role that combines deep analytical expertise with strong business partnership. You will own the end-to-end lifecycle of sales compensation—from annual planning and design through monthly administration, forecasting, and optimization—while serving as the trusted advisor on all compensation-related matters.

Requirements

8+ years of progressive experience in GTM Sales Compensation at high-growth SaaS or enterprise software companies
Demonstrated expertise in sales compensation design, including quota structures, accelerators, attainment curves, and financial modeling
Strong track record of managing complex commission calculations and ensuring data accuracy in compensation operations
Expert-level proficiency in building robust financial models in Excel and Google Sheets, including advanced formulas, pivot tables, and scenario analysis
Advanced understanding of commissions-related accounting principles, including revenue recognition, capitalization, amortization, and cash flow impacts
Experience with incentive compensation management software (e.g., Xactly, CaptivateIQ, Everstage)
Exceptional analytical and problem-solving skills with sound judgment to address complex compensation scenarios
Excellent communication and storytelling abilities to translate complex technical topics into clear, compelling narratives for executive audiences
Strong project management and stakeholder management skills across cross-functional teams
High attention to detail balanced with strategic thinking and business acumen
Ability to thrive in a fast-paced, dynamic environment while managing multiple priorities and consistently meeting deadlines
Bachelor's degree in Finance, Accounting, Economics, or related business field required
Willingness to relocate to the Bay Area and work 4 days a week in the office

Nice To Haves

Strong SQL skills to query and analyze data from CRM, ERP, and data warehouse systems
Proficiency with business intelligence tools (e.g., Looker, Tableau, Power BI) and CRM systems (e.g., Salesforce)
Experience with consumption-based or usage-based pricing models and associated compensation structures
Direct experience leading ICM platform implementations

Responsibilities

Lead the annual compensation plan design process in partnership with Sales Strategy, Revenue Operations, and Finance leadership to ensure plans align with business objectives and drive desired behaviors
Design and model quota structures, accelerator rates, attainment curves, and payment mechanisms to balance motivation and alignment to GTM strategy with financial targets
Monitor plan effectiveness throughout the year and recommend mid-year adjustments or modifications to optimize performance
Manage the end-to-end administration of incentive compensation plans including commission calculations, quota tracking, draws, MBOs, and SPIFFs
Ensure accuracy and timeliness of all commission payouts in accordance with plan documents and company policies
Own the monthly commissions accrual process, partnering with Accounting to provide accurate inputs and explaining key variance drivers to Finance leadership
Maintain comprehensive documentation of compensation plans, policies, and procedures to support SOX compliance and audit requirements
Oversee resolution of compensation-related inquiries and disputes, providing clear explanations and documentation
Lead the implementation and optimization of incentive compensation management (ICM) platforms such as Xactly, CaptivateIQ, or Everstage
Ensure data integrity and system accuracy within compensation platforms and integrations with CRM, ERP, and related systems
Identify opportunities to streamline and automate compensation processes, reducing manual effort while improving accuracy and enhancing the employee experience
Distill complex compensation topics into clear, executive-level presentations and communications