Note: The job is a remote job and is open to candidates in USA. Workday, Inc. is hiring a Director to lead the strategy, design, governance, and optimization of sales incentive compensation programs across its global sales organization. The role manages incentive designers, partners with Sales, Finance, and Revenue Operations, and uses analytics and AI capabilities to align compensation with growth objectives and financial discipline.
Responsibilities
- Lead end-to-end design of annual and in-year compensation plans for direct sellers and overlay roles
- Align compensation structures with Workday's GTM priorities, including new business, expansion, retention, and AI offerings
- Design pay curves, accelerators, and performance levers that incent the right behaviors while managing financial risk
- Partner with Finance and Revenue Operations on quota-setting methodology and deployment
- Ensure compensation mechanics align with territories, quotas, and fiscal planning
- Support governance processes for true-ups, exceptions, and complex deals
- Identify sales performance gaps and design targeted incentives such as SPIFFs and pilots
- Measure incentive effectiveness and iterate based on data and results
- Build and maintain compensation analytics to model outcomes before rollout and monitor performance during the year
- Own dashboards that track attainment, payouts, risk, and variance
- Partner with data teams to ensure reliable and scalable compensation data infrastructure
- Play a key role in Workday's Compensation Governance processes
- Act as a trusted advisor to senior leaders in Sales, Finance, and Revenue Operations
- Translate complex compensation concepts into clear, actionable insights
- Continuously improve processes across the full sales comp lifecycle
- Partner with activation teams to land compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows
- Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts
Skills
- Minimum of 10 years' experience in sales or GTM functions
- Minimum of 8 years in sales compensation plan design (annual and in-year) for direct sellers and overlay roles
- Minimum of 3 years managing people
- Strong executive communication and advisory skills, with the ability to simplify complex compensation mechanics for senior leadership
- Proficiency in directing analytical and AI adoption initiatives
- Deep knowledge of compensation and quota governance frameworks
- Experience architecting new metrics, including for consumption and AI monetization models
- Experience leading Executive Steering Committee meetings and driving key decision narratives
- Experience delivering cross-functional initiatives across Finance, HR, IT, Product, and GTM
Benefits
- This role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants.
- With Flex Work, spend at least half (50%) of your time each quarter in the office or in the field with customers, prospects, and partners (depending on role), with a flexible schedule that caters to your business, team, and personal needs.
- Those in remote "home office" roles also have the opportunity to come together in Workday offices for important moments that matter.
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