Sr Dir. Sales Incentive Compensation

UKG•Lowell, MA

About The Position

We are seeking a Sr. Director, Sales Incentive Compensation to join our FP&A team and serve as a strategic partner in shaping and executing our global sales incentive strategy. This role is ideal for someone who thrives in a fast-paced, analytical, and collaborative environment. The role will report directly to the SVP, Head of FPA. You will partner closely with GTM leadership, Finance, HR, and Enablement to design, evaluate, and optimize global sales incentive structures that drive performance, align to business objectives, and scale with UKG’s growth. The role requires a strong blend of strategic thinking, data analysis, and hands-on execution to deliver incentive plans that are competitive, fair, and operationally sound.

Requirements

Experience: 8-10 years in sales compensation, sales operations, or financial analysis, preferably within SaaS, technology, or global go-to-market organization.
Demonstrated deep subject matter expertise in designing and administering incentive plans across multiple countries or regions, including navigating local compliance requirements
Strong understanding of sales incentive design, variable pay structures, quota setting, and performance metrics
Technical Skills: Advanced proficiency in Excel; experience with Salesforce, Anaplan, Xactly, Varicent or similar tools preferred.
Analytical Strength: Proven ability to translate data into insights and business recommendations.
Communication: Strong interpersonal and presentation skills; ability to convey complex concepts clearly to senior leadership.
Mindset: Highly self-directed, detail-oriented, and comfortable managing discovery and execution independently. Builds strong relationships while maintaining an ethical and control-oriented environment.

Responsibilities

Partner with GTM leadership to design sales incentive compensation plans that align with corporate growth objectives, revenue targets, and global market competitiveness. Ensure plans accommodate regional variations while maintaining global alignment.
Own the long-term incentive strategy, ensuring plans and incentive programs motivate performance, drive desired seller behaviors, and support evolving GTM motions globally.
Evaluate plan effectiveness through data analysis and performance metrics; provide actionable insights for continuous improvement.
Support GTM planning cycles and manage quota-setting in alignment with Sales, Finance, and HR.
Develop and manage financial models to evaluate cost, ROI, and impact of various plan structures.
Partner with corporate compensation and HR to evaluate benchmarking and market analysis to ensure competitiveness across GTM roles and segments.
Provide scenario modeling for proposed compensation adjustments or incentive programs.
Establish and manage a robust governance framework to ensure accuracy, fairness, and compliance with all incentive plans across Sales, Business Development, Presales, Renewals, and other GTM functions globally.
Manage the operational execution of incentive plans, ensuring accuracy, transparency, and compliance with policy and local regulations.
Partner with Sales Operations and Finance to validate attainment data
Support governance processes for incentive exceptions, adjustments, and dispute resolution.
Partner with HR, Legal, and Finance to ensure alignment between corporate compensation philosophy and GTM-specific incentive structures.
Partner closely with the Sales Operations and Business Advisors in Strategy & Planning to design, evaluate, and optimize Sales Incentive programs that drive desired seller behaviors and support long-range revenue goals.
Work with Territory & Quota teams to ensure fair and balanced quota distribution and territory assignments that support seller success.
Collaborate with GTM Enablement, Communications, HR and Legal to support clear rollout of compensation plans and related materials.
Act as a trusted advisor to GTM leaders, providing sales incentive guidance and education.
Develop a perspective on how to best organize the team with right responsibilities in the right places
Identify opportunities to streamline incentive operations and enhance automation in tracking and reporting.
Contribute to the evolution of tools, dashboards, and analytics to support data-driven decision-making.