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Director, Incentive Compensation

Attentive· Finance
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New York, NY$180k - $270kfull-timePosted 4d ago

About the role

Director-level role responsible for designing, administering, and optimizing incentive compensation programs across GTM functions (Sales, Account Management, Customer Success) and partnering with Finance, People, Legal, and Payroll to ensure accurate, compliant, and motivating plans.

Responsibilities

  • Lead annual incentive planning across Sales, Account Management, Customer Success, and other eligible go-to-market roles. Define performance measures, pay mix, payout curves, accelerators, and plan rules.
  • Track, report, and work with Accounting to accrue non-GTM bonus plans including executive bonuses.
  • Evaluate how pricing, contract terms, customer commitments, usage, and deal margin affect payouts; recommend changes that balance growth and deal economics.
  • Build and test compensation models; explain tradeoffs and help leaders reach a decision.
  • Own commission operations: calculation, validation, reconciliation, approvals, and delivery to Payroll; ensure accurate, timely payouts and clear statements.
  • Maintain plan documentation and consistent policies for crediting, ramp periods, guarantees, role changes, adjustments, and exceptions; collaborate with People, Legal, Accounting, and Payroll on controls and approvals.
  • Assess plans’ effectiveness: track attainment, payout distribution, commission costs, and behavioral outcomes; translate findings into recommendations.
  • Improve compensation systems and data; work with Revenue Operations on requirements, testing, data quality, and leverage automation/AI where beneficial.
  • Lead and develop the compensation team; provide rollout materials and ongoing communication to managers and employees.
  • Collaborate with FP&A and Accounting on commission forecasts, accruals, reconciliations, and variance explanations for senior leadership.

Qualifications

  • 8+ years of relevant incentive compensation, incentive design, or related Finance/Revenue Operations experience with ownership of plan design and administration.
  • Experience managing and developing a team, including at least two years of people management.
  • Experience designing and operating incentive programs in a SaaS/technology or similarly complex business.
  • Strong Excel or Google Sheets skills; ability to build scenario models and trace calculations to sources.
  • Practical experience with incentive compensation platforms and Salesforce data; understanding of how contract terms, bookings, billing, and payouts connect.
  • Sound business judgment; ability to challenge proposals constructively and balance motivation, financial discipline, and ease of administration.
  • Clear communication with executives, managers, and employees; ability to explain complex plans and payout decisions.
  • Care with sensitive information and discipline to maintain accuracy during busy cycles.
  • Experience with consumption-based revenue, margin-based incentives, and expansion/retention plans.
  • Direct experience with commission management platforms (Xactly preferred, or CaptivateIQ/Spiff or equivalent).

Skills

Required:Incentive plan designTeam leadershipData analysis and modelingIncentive compensation platformsSalesforce data proficiencyCommunicationPolicy and controls
Nice to have:Data quality and automation

Benefits

  • Competitive perks and benefits including health & wellness and equity
Last updated Oct 22, 2026. Interested? Apply on the company site.

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