Senior Director, Global Sales Compensation

Fivetran • Oakland, CA

1d • $221,116 - $276,395 • Hybrid

About The Position

Fivetran and dbt Labs are merging, creating a combined entity with a shared mission to help organizations unlock the full value of their data. This role is for a Senior Director, Sales Compensation & Strategy who will lead global compensation governance and operations for the Go-To-Market (GTM) motion. The ideal candidate values clear ownership, operational excellence, and long-term thinking. This position reports to the VP, Finance & Strategy and collaborates closely with Sales, RevOps, HR, Legal, and Finance. The role requires a hands-on leader adept at data-driven incentive design, team coaching, and influencing executive decisions.

Requirements

• 15+ years of experience in sales compensation or sales strategy, including significant hands-on experience designing and operating global incentive programs at enterprise scale.
• Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
• Proven experience with consumption or usage-based pricing models and how to translate them into effective incentive plans.
• Strong technical command of Xactly, CaptivateIQ, or comparable ICM platforms, plus advanced modeling skills in SQL, Excel, and BI tools.
• Exceptional analytical rigor with experience running complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling under ASC 606.
• Experience operating in a pre-IPO or newly public environment, with familiarity building SOX-compliant compensation controls and supporting external audits.
• Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.

Nice To Haves

• Direct experience at a high-growth SaaS company undergoing product or pricing transformation.
• Experience harmonizing compensation programs across acquired entities or merged go-to-market motions.
• Hands-on experience integrating AI or automation to improve compensation transparency and forecasting.
• Familiarity with international pay compliance and tax considerations for variable pay.

Responsibilities

• Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behavior.
• Architect and implement compensation plans for consumption/usage-based pricing models across Enterprise, Commercial, and Channel sales.
• Lead the design and integration of sales compensation plans across the Fivetran and dbt GTM motions, harmonizing crediting, quota, and plan mechanics into a unified framework post-merger.
• Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee.
• Own the incentive compensation management (ICM) system of record and modernize operations through AI automation, governance, and scalable execution.
• Build and lead a high-performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
• Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, and SOX-ready controls to support IPO readiness and external audits.
• Design, run, and report plan effectiveness analytics, attribution, and ROI modeling; propose and implement plan changes based on rigorous analysis.
• Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
• Partner cross-functionally to ensure compensation programs are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.

Benefits

• 100% employer-paid medical insurance
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed