The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT.
What you'll do:- In this role, you will lead both the strategic direction and operational execution of our sales compensation function. Key responsibilities include:
- Own the global sales compensation strategy and roadmap
- Translate corporate priorities into incentive levers that drive GTM outcomes
- Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices
- Develop new incentive frameworks that improve sales performance
- Serve as an advisor to senior GTM and executive leadership
- Drive scalable processes/systems and governance betweenSalesforce.com and the Performio commission system
- Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
- Conduct market research and competitive analyses to maintain program effectiveness
- Manage high-impact compensation projects and process improvements
- Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
- Oversee plan documentation, approvals, and signatures
- Own creation and maintenance of sales compensation training materials
- Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated
- Own compensation escalations beyond Finance or shared services teams
- Lead sales compensation committee to resolve escalations for splits or other commissions
In your first 12 months, success will be measured by your ability to:- Implement standardized quota agreements & enforcement processes
- Deliver a scalable global comp framework across all roles/functions
- Establish governance & systems between Salesforce & Performio
- Define KPI frameworks to measure comp effectiveness
- Build and lead a compensation strategy team
What you will need to know/have:- 7+ years of sales compensation experience, including leadership responsibility
- Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
- Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
- Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
- Experience managing and developing direct reports
- Able to set and execute multi-year compensation strategies that support business goals
- Global compensation experience, including working across regions and time zones
- Strong balance of strategic thinking and attention to detail
- Advanced Excel user with strong analytical and modeling skills
- Takes full ownership of responsibilities and follows through reliably
- Strong communication skills, including presenting insights and recommendations to leadership
- BA/BS in an analytical field is a plus
- MBA or advanced degree (preferred)
Get in on all the awesome at Instructure!We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work - typically a Mac, with PC options available in some locations
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
