Senior Director, Global Sales Compensation

Fivetran
United States
Workplace: HybridFull timeUSD 221,116 - 276,395Function: People, HR & TalentSkills: ["Ownership","Operational excellence","Long-term thinking","Stakeholder management","Influencing"]

Lead global sales incentive planning, design, and compensation governance for the GTM motion. Own incentive frameworks that translate executive strategy into field behavior and architect compensation plans for consumption/usage-based pricing across Enterprise, Commercial, and Channel sales. Integrate plans across Fivetran and dbt GTM motions post-merger, modernize the ICM system of record with AI automation, and ensure ASC 606 compliance while guiding a high-performing compensation team.

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FursaFursa
Fivetran
Fivetran
2 weeks ago

Senior Director, Global Sales Compensation

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Last checked: 4 hours agoStatus: Live

Job Summary

Lead global sales incentive planning, design, and compensation governance for the GTM motion. Own incentive frameworks that translate executive strategy into field behavior and architect compensation plans for consumption/usage-based pricing across Enterprise, Commercial, and Channel sales. Integrate plans across Fivetran and dbt GTM motions post-merger, modernize the ICM system of record with AI automation, and ensure ASC 606 compliance while guiding a high-performing compensation team.
Location: United States
Workplace: Hybrid
Employment Type: Full time
Job Function: People, HR & Talent
Seniority: Director level

Key Responsibilities

  • •Lead global sales incentive planning and design, owning frameworks that translate executive strategy into field behavior.
  • •Architect and implement compensation plans for consumption/usage-based pricing models across Enterprise, Commercial, and Channel sales.
  • •Integrate and harmonize sales compensation plans across Fivetran and dbt GTM motions, unifying crediting, quota, and plan mechanics post-merger.
  • •Own incentive compensation management (ICM) system of record and modernize operations using AI automation, governance, and scalable execution.
  • •Establish global plan governance and controls (including SOX-ready processes), and drive plan effectiveness analytics and reporting to support plan changes.

Pay and Benefits

Salary: USD 221,116 - 276,395
Equity and Bonus:Equity
Perks:Health InsurancePaid Time-offSick TimeParental LeaveRsus

Key Requirements

  • •15+ years of experience in sales compensation or sales strategy with hands-on design and operation of global incentive programs at enterprise scale.
  • •Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales (quota/territory, pay mix, accelerators, SPIFFs, exception governance).
  • •Proven experience designing incentive plans for consumption or usage-based pricing models.
  • •Technical command of Xactly, CaptivateIQ, or comparable ICM platforms, plus advanced modeling skills in SQL, Excel, and BI tools.
  • •Exceptional analytical rigor with experience modeling plan ROI/leakage and commission accruals under ASC 606.
Experience:SaaSSales compensationIncentive programsEnterprise scaleICMPre-IPO
Skills:OwnershipOperational excellenceLong-term thinkingStakeholder managementInfluencing
Languages:English
Tech Stack:XactlyCaptivateIQSQLExcelBI toolsAI automation

Company Brief

Fivetran
Provides automated data integration and replication software that moves data from hundreds of sources into cloud data warehouses and analytics platforms. Helps engineering and analytics teams keep data pipelines reliable, current, and low-maintenance.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Headquarters: Oakland, United States
Founded: 2012
WebsiteLinkedIn