Director, Incentive Compensation

Kong
Sacramento
Workplace: RemoteFull timeUSD 183,000 - 215,000 annuallyFunction: People, HR & TalentExperience: 5+ yearsSkills: ["Strategic leadership","Data-driven decision-making","Cross-functional collaboration","Change management","Governance and controls"]

Lead the design and execution of global GTM incentive compensation programs that align seller behavior to company strategy. Drive the transformation toward a consumption-based pricing model by establishing crediting accountability across the customer lifecycle. Partner with GTM and Finance leaders on plan economics, ROI, and governance, while owning incentive compensation operations end-to-end. Oversee requirements for ICM systems and integrations, using analytics to improve effectiveness and reduce complexity.

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FursaFursa
Kong
Kong
2 days ago

Director, Incentive Compensation

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Last checked: 8 hours agoStatus: Live

Job Summary

Lead the design and execution of global GTM incentive compensation programs that align seller behavior to company strategy. Drive the transformation toward a consumption-based pricing model by establishing crediting accountability across the customer lifecycle. Partner with GTM and Finance leaders on plan economics, ROI, and governance, while owning incentive compensation operations end-to-end. Oversee requirements for ICM systems and integrations, using analytics to improve effectiveness and reduce complexity.
Location: Sacramento
Workplace: Remote
Employment Type: Full time
Job Function: People, HR & Talent
Seniority: Director level

Key Responsibilities

  • •Design and evolve global incentive compensation plans aligned to GTM strategy, role expectations, and business objectives.
  • •Lead incentive redesign to support a consumption-based GTM model, balancing acquisition, adoption, usage, expansion, and retention.
  • •Use compensation to improve seller productivity, ROI, and operating leverage; model payout economics and plan ROI while reducing complexity and cost.
  • •Serve as a trusted advisor to GTM and Finance leaders on incentive strategy, plan economics, performance measurement, and trade-offs.
  • •Own the end-to-end compensation lifecycle and governance (documentation, rollout, crediting, calculations, validation, and dispute resolution) and drive systems/integrations requirements and automation.

Pay and Benefits

Salary: USD 183,000 - 215,000 annually
Equity and Bonus:Equity
Perks:EquityAnnual Bonus

Key Requirements

  • •5+ years designing and building/redesigning global sales incentive compensation plans (not just administering or calculating payouts).
  • •Partnering with incentive compensation management (ICM) systems such as Xactly, Varicent, CaptivateIQ, Spiff, or similar to define requirements, crediting logic, and calculation rules.
  • •Experience redesigning compensation plans for major GTM or business-model shifts (e.g., new segments/motions, M&A integration, or pricing-model transition).
  • •Working knowledge of consumption, usage-based, or hybrid revenue models and how they translate into sales crediting.
  • •Experience partnering with Sales Finance, Sales Operations, and GTM/Sales leadership to model payout economics, commission expense, and plan ROI.
Experience:5+ yearsSales compensationIncentive compensationGTMPricing transformationConsumption-based models
Skills:Strategic leadershipData-driven decision-makingCross-functional collaborationChange managementGovernance and controls
Tech Stack:XactlyVaricentCaptivateIQSpiffCRMBillingFinanceHRPayrollIncentive compensation systems (ICM)

Company Brief

Kong
Provides a cloud-native API and service connectivity platform (Kong Gateway, Konnect, Kuma, Insomnia) that secures, manages, and observes APIs and microservices for enterprises across cloud and hybrid environments.
Industry: API Platforms
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2017
Glassdoor
Glassdoor: 3.9
WebsiteLinkedInGlassdoor