Senior Director of Global Sales Compensation, Fivetran

• 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

Desirable

• We are hiring a Senior Director, Sales Compensation & Strategy to lead our global compensation governance and operations for our GTM motion
• This role is for someone who values clear ownership, operational excellence, and long term thinking
• You will report to the VP, Finance & Strategy and partner closely with Sales, RevOps, HR, Legal, and Finance
• We expect a hands-on leader who is as comfortable driving incentive designs through a data driven approach as they are coaching the team and influencing executive decisions
• 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