Note: The job is a remote job and is open to candidates in USA. Bazaarvoice creates smart shopping experiences by connecting brands and retailers with consumers through enterprise technology and user-generated content. The Director, Sales Compensation will lead global sales incentive strategy, plan design, analytics, governance, and execution while managing a distributed team and partnering with executive, finance, HR, revenue, and data leadership.
Responsibilities
- Lead the annual sales compensation plan design process across both B2B SaaS (recurring revenue) and non-recurring revenue business models. Translate company targets into effective incentive structures and comprehensive plan documentation
- Executive Alignment: Model compensation scenarios, present strategic plan recommendations directly to the CRO and CFO, and lead iterative revisions to land final executive approval
- Define and maintain clear governance policies for variable compensation, including leaves of absence (LOA), guarantees, ramps, plan exclusions, exception management, and mid-year quota adjustments
- Partner closely with HR, Revenue, and Sales Operations to gather business inputs, align on role-based metrics, ingest quotas and territories, and ensure smooth plan rollout and policy enforcement
- Oversee the end-to-end execution and calculation of all variable comp plans within Everstage. Drive flawless payout accuracy, timely execution, and clear communication to maintain organizational trust with payees
- Review, validate, and sign off on monthly and quarterly global commission and bonus payroll workbooks across US and international schedules prior to submission to Payroll
- Audit and optimize operational workflows within Everstage. Partner closely with HR Operations/HRIS on data pipeline syncs (Workday to Everstage) to monitor, audit, and resolve data quality gaps (e.g., transfers, promotions, new hires)
- Maintain a solid understanding of upstream deal structure and configuration within Salesforce CPQ. Resolve complex commissioning questions tied to stair-step deals, multi-year acceleration, early renewals, and custom contract terms
- Serve as the primary decision-maker for first-level plan exceptions, dispute resolutions, and policy interpretations, formulating firm, data-backed recommendations prior to escalation
- Executive & Board-Level Reporting: Build and deliver performance monitoring analytics, quota/plan attainment KPIs, and commission expense insights. Deliver board-pack inputs and present quarterly performance analytics to the CFO as part of Finance Operations Quarterly Business Reviews (QBRs)
- Partner with the Enterprise Data team to define business requirements, ensure data accuracy, and maintain reporting models within the company’s data warehouse (Snowflake) and reporting platforms (Tableau)
- Partner with FP&A and Accounting to provide accurate, data-driven inputs for commission expense forecasts, month-end/quarter-end commission accruals, and capitalized commissions
- Lead, coach, and mentor a remote team of two analysts (US and London). Set clear performance expectations, foster individual professional growth, and drive a culture of accountability and support
- Drive continuous innovation by actively experimenting with AI tools (e.g., Gemini, Claude) to streamline analytics, automate operational workflows, and empower the broader team to adopt modern technology
Skills
- 8+ years of progressive experience in sales compensation or incentive management, including 5+ years of direct people management experience
- Deep expertise designing and administering incentive plans in B2B SaaS / recurring revenue environments, along with experience accounting for non-recurring revenue models
- Advanced Excel skills for financial modeling
- Experience with commission management platforms (Everstage preferred, or equivalent SPM systems like CaptivateIQ, Spiff, Xactly)
- Experience partnering with HRIS systems and data pipelines (Workday to Everstage integration experience strongly preferred)
- Familiarity partnering with data teams on requirements for data warehousing and analytics platforms (Tableau and Snowflake experience is a plus)
- Operational understanding of Salesforce CPQ, deal flows, quote-to-cash processes, and complex contract mechanics (e.g., stair-steps, multi-year)
- Willingness to roll up your sleeves to perform detailed analytics and operational execution while guiding strategic direction
- Superior verbal and written communication skills with a proven ability to present complex financial models, defend plan designs, and present quarterly business results to executive leadership (CFO, CRO, VPs)
- Strong business acumen to independently evaluate exception requests and provide firm, well-reasoned recommendations
- Strong coaching and performance management capabilities suited for a distributed, remote team environment
- An innovative mindset with a desire to experiment with and drive team adoption of emerging technologies and AI platforms (e.g., Claude)
- Direct experience with commission management platforms (Everstage preferred, or equivalent SPM systems like CaptivateIQ, Spiff, Xactly)
- Experience partnering with HRIS systems and data pipelines (Workday to Everstage integration experience strongly preferred)
- Familiarity partnering with data teams on requirements for data warehousing and analytics platforms (Tableau and Snowflake experience is a plus)
Benefits
- Remote work arrangement
Company Overview