Director of Global Sales Compensation Strategy, Instructure
$190-240k
Plus a 10% annual performance bonus and participation in Instructure’s exclusive Management Equity Program
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
$190-240k
Plus a 10% annual performance bonus and participation in Instructure’s exclusive Management Equity Program
1001+ employees
Company mission
To elevate student success, amplify the power of teaching, and inspire everyone to learn together.
Role
Who you are
- 7+ years of sales compensation experience, including leadership responsibility
- Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
- Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
- Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
- Experience managing and developing direct reports
- Able to set and execute multi-year compensation strategies that support business goals
- Global compensation experience, including working across regions and time zones
- Strong balance of strategic thinking and attention to detail
- Advanced Excel user with strong analytical and modeling skills
- Takes full ownership of responsibilities and follows through reliably
- Strong communication skills, including presenting insights and recommendations to leadership
- BA/BS in an analytical field is a plus
- MBA or advanced degree (preferred)
What the job involves
- The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue
- You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team
- This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT
- In this role, you will lead both the strategic direction and operational execution of our sales compensation function. Key responsibilities include:
- Own the global sales compensation strategy and roadmap
- Translate corporate priorities into incentive levers that drive GTM outcomes
- Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices
- Develop new incentive frameworks that improve sales performance
- Serve as an advisor to senior GTM and executive leadership
- Drive scalable processes/systems and governance betweenSalesforce.com and the Performio commission system
- Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
- Conduct market research and competitive analyses to maintain program effectiveness
- Manage high-impact compensation projects and process improvements
- Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
- Oversee plan documentation, approvals, and signatures
- Own creation and maintenance of sales compensation training materials
- Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated
- Own compensation escalations beyond Finance or shared services teams
- Lead sales compensation committee to resolve escalations for splits or other commissions
- In your first 12 months, success will be measured by your ability to:
- Implement standardized quota agreements & enforcement processes
- Deliver a scalable global comp framework across all roles/functions
- Establish governance & systems between Salesforce & Performio
- Define KPI frameworks to measure comp effectiveness
- Build and lead a compensation strategy team
Our take
Instructure is an education technology company, creator of the Canvas Learning Management Platform that allows schools to build the digital learning environment that meets the unique challenges faced by their institution. The platform simplifies teaching, elevates learning, and eliminates the headaches of supporting and growing traditional learning technologies.
The Canvas platform has grown to become a key part of a large number of educational institutions, from pre-school to higher education and beyond. Much of Instructure's workforce is dedicated to R&D, which is unusual for a company of their size, and shows their focus on innovating.
Founded back in 2008, the company has claimed numerous successes, including going international and hitting the $1 billion market cap. It has made a number of acquisitions, most recently of Concentric Sky and LearnPlatform. The former saw Instructure incorporate Sky's "Badgr" into its ecosystem as "Canvas Badges", whereas the latter adds evidence-based insights to the platform - both cementing its commitment to building the education industry's most integrated teaching and learning platform to support lifelong learning.
Instructure was itself acquired in 2024 by KKR, which will support a broad-based equity ownership program for Instructure employees. This strategy is based on a strategy of employee ownership as a cause of stronger companies. The move is a promising one considering KKRs track record of acquired companies, but time will tell how Intructure fares.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2016
$4m
SERIES A
Aug 2015
$1.5m
CONVERTIBLE
Total funding: $5.5m
Company benefits
- Equity and 401k
- Medical, dental, disability, and life insurance
- HSA program, vision, voluntary life, and AD&D
- Tuition reimbursement
- Work-from-home flexibility and flex time off
- Gym club reimbursements and rewards-based fitness tracking
- Professional learning and career development opportunities, including Basecamp Employee Development Week!
- An innovative community of passionate educators and learners
Company HQ
Cottonwood Heights, UT
Leadership
Steve Daly
(CEO, not founder)They have a BS in Mechanical Engineering and a MBA in Strategy and Finance with more than 20 years experience in hardware and software industries.
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