Sales Compensation Director, Glean
$190-250k
4 days a week in office
AI-based search engine connecting enterprise data
Open for applications
AI-based search engine connecting enterprise data
1001+ employees
Open for applications
$190-250k
4 days a week in office
1001+ employees
Company mission
To expand human potential to do extraordinary work.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Glean is an intuitive digital assistant which allows employees to search across all their apps and find the information and tools that they need more quickly.
With so many SaaS apps being used by modern day companies, overwhelm and inefficiency inevitably enter the equation. Glean’s search engine is proving popular for how it unifies and centralizes all these distributed tools and data.
It’s been quite a start to life at Glean, having emerged from stealth in 2021, it received a $1B valuation in early 2022, thus achieving unicorn status. Since then, the company has gone on to raise substantial funding and bring its valuation up to $7.2B in 2025. With this impressive growth, its secured some big name customers like Grammarly, databricks, and Rubrik.
That Glean was co-founded by a quartet with senior experience at Google, Microsoft, Uber, and Facebook stands the company in good stead. However, it’s the fact that its search engine is solving a new, but very real problem in the workplace that’s seen its popularity surge so quickly, which it’s likely to continue to do in the future. And its adaptability to include new AI capabilities to its platform, such as generative AI, has Glean well set to see further growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
44% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2025
$150m
SERIES F
Sep 2024
$260m
SERIES E
Total funding: $805m
Company HQ
Evergreen Park, Palo Alto, CA
Leadership
Arvind Jain
(Co-Founder & CEO)Former Engineer at Google and Microsoft. Arvind is also the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
TR Vishwanath
(Co-Founder & CTO)Before co-founding Glean, TR was a Principal Software Engineer at Facebook after spending eight years at Microsoft as a Software Design Engineer, then Principal Development Lead.
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