Director, Global Sales Compensation
Fivetran, Denver, CO, United States
About The Role
We are hiring a Director of Sales Compensation to lead our global incentive design, governance, and operations for our enterprise GTM motion. Fivetran values clear ownership, operational excellence, and long‑term thinking. You will report to the VP, Finance & Strategy and partner closely with Sales, Sales Ops, HR, Legal, and Finance. We expect a hands‑on leader who is as comfortable building models as they are coaching the team and influencing executive decisions. This is a full‑time, hybrid position based out of our Oakland or Denver offices, requiring two days per week in office.
What You’ll Do
Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behaviour.
Architect and implement compensation plans for consumption/usage‑based pricing models across Enterprise, Commercial, and Channel sales.
Serve as a strategic advisor to GTM and Finance senior leadership, presenting data‑driven trade‑offs and recommendations to the Sales Compensation Committee.
Modernise compensation operations by driving AI automation, governance, and scalable execution within Xactly or equivalent systems.
Build and lead a high‑performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, as well as SOX‑ready controls to support IPO readiness and external audits.
Design and run plan effectiveness analytics, attribution, and ROI modelling; propose and implement plan changes based on rigorous analysis.
Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
Partner cross‑functionally to ensure compensation programmes are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.
Run quarterly plan reviews and provide ongoing reporting to Sales, Finance, and HR on attainment, payouts, and behavioural signals.
Skills We’re Looking For
10+ years of experience in sales compensation, sales strategy, or related analytical function; significant experience designing and operating global incentive programmes at enterprise scale.
Minimum of 5 years of people‑management experience building and scaling compensation teams.
Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
Proven experience with consumption or usage‑based pricing models and how to translate them into effective incentive plans.
Strong technical command of Xactly or other commission automation platforms, plus advanced modelling skills in SQL, Excel, and BI tools.
Exceptional analytical rigor with experience running complex modelling, scenario analysis, plan ROI and leakage reviews, and commission accrual modelling under ASC 606.
Strong stakeholder management and influencing skills; comfortable advising C‑suite and navigating matrixed organisations without direct authority.
Bonus Skills
Direct experience at a high‑growth SaaS company undergoing product or pricing transformation.
Hands‑on experience integrating AI or automation to improve compensation transparency and forecasting.
Familiarity with international pay compliance and tax considerations for variable pay.
Compensation Denver Pay Range: $169,445—$211,819 USD
Perks And Benefits
100% employer‑paid medical insurance
Generous paid time‑off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team‑building activities
Monthly cell phone stipend
Access to an innovative mental‑health support platform that offers personalised care and resources in areas such as therapy, coaching, and self‑guided mindfulness exercises for all covered employees and their covered dependents.
*May vary by country and worker type – please reach out to your recruiter for more information.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please do not hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
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What You’ll Do
Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behaviour.
Architect and implement compensation plans for consumption/usage‑based pricing models across Enterprise, Commercial, and Channel sales.
Serve as a strategic advisor to GTM and Finance senior leadership, presenting data‑driven trade‑offs and recommendations to the Sales Compensation Committee.
Modernise compensation operations by driving AI automation, governance, and scalable execution within Xactly or equivalent systems.
Build and lead a high‑performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, as well as SOX‑ready controls to support IPO readiness and external audits.
Design and run plan effectiveness analytics, attribution, and ROI modelling; propose and implement plan changes based on rigorous analysis.
Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
Partner cross‑functionally to ensure compensation programmes are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.
Run quarterly plan reviews and provide ongoing reporting to Sales, Finance, and HR on attainment, payouts, and behavioural signals.
Skills We’re Looking For
10+ years of experience in sales compensation, sales strategy, or related analytical function; significant experience designing and operating global incentive programmes at enterprise scale.
Minimum of 5 years of people‑management experience building and scaling compensation teams.
Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
Proven experience with consumption or usage‑based pricing models and how to translate them into effective incentive plans.
Strong technical command of Xactly or other commission automation platforms, plus advanced modelling skills in SQL, Excel, and BI tools.
Exceptional analytical rigor with experience running complex modelling, scenario analysis, plan ROI and leakage reviews, and commission accrual modelling under ASC 606.
Strong stakeholder management and influencing skills; comfortable advising C‑suite and navigating matrixed organisations without direct authority.
Bonus Skills
Direct experience at a high‑growth SaaS company undergoing product or pricing transformation.
Hands‑on experience integrating AI or automation to improve compensation transparency and forecasting.
Familiarity with international pay compliance and tax considerations for variable pay.
Compensation Denver Pay Range: $169,445—$211,819 USD
Perks And Benefits
100% employer‑paid medical insurance
Generous paid time‑off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team‑building activities
Monthly cell phone stipend
Access to an innovative mental‑health support platform that offers personalised care and resources in areas such as therapy, coaching, and self‑guided mindfulness exercises for all covered employees and their covered dependents.
*May vary by country and worker type – please reach out to your recruiter for more information.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please do not hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
#J-18808-Ljbffr