Director of Sales Incentive Compensation

Sales Operations New York, New York


Position at Diligent Corporation

The Company

Diligent is the world’s largest GRC SaaS provider, serving nearly 1 million users from 25,000 organizations around the world. Our software enables holistic and informed conversations about governance, risk and compliance and ensures CEOs, CFOs and the board have an integrated view of audit, risk, information security, ethics, and compliance from across the organization. Our world-changing idea is to bring technology, insights, and confidence to leaders so they can build more effective, equitable, and successful organizations – and create lasting, positive impact on the world. We seek to empower organizations to be better for their stakeholders and communities, for their customers and employees, for their bottom line. Headquartered in New York, Diligent also has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.

Position Overview

As a member of the global Sales Operations team, lead the design and administration of the variable sales compensation and incentives program for a worldwide commercial organization of approximately 350 sales professionals. This person will be responsible for ensuring plans are designed to drive maximum productivity and executed flawlessly. 

Responsibilities include overseeing a team tasked with all aspects of sales compensation, including plan creation, extensive analysis, process management, communication, as well as day-to-day management of issues and exceptions. 

Role will operate in a dynamic environment where cross-functional collaboration is required, to create solutions to changing business needs and manage integration of acquired organizations into the Diligent incentive compensation program. 

Key Responsibilities:

  • Lead a team that owns and drive sales compensation design, planning, management and execution
  • In coordination with key finance and commercial stakeholders, lead the annual sales compensation planning process, including plan performance analysis, recommendations for changes as needed to support alignment with corporate strategy or to drive improved sales performance, and overall project management of the process from design to plan delivery
  • Develop and manage communications approach to ensure plans and programs are well understood by the field organization to increase motivation and productivity
  • Continually evaluate processes and procedures related to sales compensation administration and recommend/implement improvements; work directly and across functions to drive efficiency and accuracy through system enhancements and process improvements
  • Manage the team and process for the calculation of monthly, quarterly, and annual commissions and incentives in Xactly
  • Work with team to facilitate and resolve day-to-day compensation issues and disputes, ensuring that questions are answered, and issues addressed in a timely and professional manner
  • Collaborate with recruiting, sales management, and sales enablement teams to design and deliver a seamless process that ensures that new hire expectations are set appropriately with regards to compensation, compensation plans are delivered to new hires within their first week and new hires receive sales compensation orientation sessions
  • Partner with finance teams to support a robust commission accounting process
  • Provide detailed analyses of all aspects of sales compensation, including modeling, plan effectiveness, design alternatives and cost implications
  • Manage changes as necessary to sales compensation rules of engagement, in partnership with key stakeholders
  • Research competitive pay practices as well as best practices and trends in sales compensation for technology companies
  • Participate in due diligence activities for mergers and acquisitions, as well as post-M&A sales compensation integration activities

Required Experience/Skills:

  • Must have a minimum of 10+ years of professional experience in Sales Operations and Management including at least 5 years specifically in sales compensation, with a demonstrated ability to understand and manage complex commission schemes with multiple components
  • Experience in all phases of sales compensation including analysis, design, implementation, communication, administration, and continual review
  • Experience with Xactly or similar commission automation tool required
  • Excellent communication skills, including ability to interface with the sales team and sales management effectively, as well as proven ability to operate effectively in a cross-functional manner
  • Experience leading and managing teams
  • Proven experience managing and building relationships in a matrix environment
  • Proven ability to influence peers, stakeholders, and executives
  • Proven analytical and financial modeling capabilities
  • Must be able to operate in a fast-paced, dynamic environment, manage multiple projects simultaneously and prioritize effectively
  • Must be detail- and process-oriented
  • Must be willing to be both strategic as well as tactical
  • BA degree in related field required

FLSA Status: Exempt

Diligent offers a competitive compensation and benefits package, including health, vision, dental, 401k with a strong match, health club reimbursement and much more.

We are a drug free workplace, and an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.