About the TeamThe GTM Incentive Compensation team designs and delivers innovative, data-driven incentive compensation plans that align performance and pay to Workday's strategic objectives and drive sustainable revenue growth. We lead the global strategy, design, planning, enablement, communication, and analysis of Workday's incentive compensation plans for all GTM functions, including Sales, Services, Support, and Customer Experience roles.
About the RoleIn this role, you will lead a team of incentive designers, establish overarching design frameworks and governance, and own ongoing optimization of sales incentive programs across our global sales organization to align compensation with strategic growth objectives and financial discipline. You will partner closely with Sales, Finance, Revenue Operations. To be successful, you will leverage strong stakeholder and program management skills, seek continuous process improvement, and enhance the team's analytical and AI capabilities to model outcomes, monitor performance metrics, and translate complex variable compensation mechanics into clear, actionable guidance for senior leadership. You will:
- Lead end-to-end design of annual and in-year compensation plans for direct sellers and overlay roles.
- Align compensation structures with Workday's GTM priorities, including new business, expansion, retention, and AI offerings.
- Design pay curves, accelerators, and performance levers that incent the right behaviors while managing financial risk.
- Partner with Finance and Revenue Operations on quota-setting methodology and deployment.
- Ensure compensation mechanics align with territories, quotas, and fiscal planning.
- Support governance processes for true-ups, exceptions, and complex deals.
- Identify sales performance gaps and design targeted incentives such as SPIFFs and pilots.
- Measure incentive effectiveness and iterate based on data and results.
- Build and maintain compensation analytics to model outcomes before rollout and monitor performance during the year.
- Own dashboards that track attainment, payouts, risk, and variance.
- Partner with data teams to ensure reliable and scalable compensation data infrastructure.
- Play a key role in Workday's Compensation Governance processes.
- Act as a trusted advisor to senior leaders in Sales, Finance, and Revenue Operations.
- Translate complex compensation concepts into clear, actionable insights.
- Continuously improve processes across the full sales comp lifecycle.
- Partner with activation teams to land compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows.
- Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts.
VISA Sponsorship is not available for this role
About YouBasic Qualifications (Required)- Minimum of 10 years' experience in sales or GTM functions
- Minimum of 8 years in sales compensation plan design (annual and in-year) for direct sellers and overlay roles
- Minimum of 3 years managing people
Other Qualifications:- Strong executive communication and advisory skills, with the ability to simplify complex compensation mechanics for senior leadership
- Proficiency in directing analytical and AI adoption initiatives
- Deep knowledge of compensation and quota governance frameworks
- Experience architecting new metrics, including for consumption and AI monetization models
- Experience leading Executive Steering Committee meetings and driving key decision narratives
- Experience delivering cross-functional initiatives across Finance, HR, IT, Product, and GTM
Workday Pay Transparency StatementThe annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate's compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday's comprehensive benefits, please click here.
Primary Location: USA.CA.Home Office Bay Area
Primary Location Base Pay Range: $207,000 USD - $310,600 USD
Additional US Location(s) Base Pay Range: $174,800 USD - $310,600 USD
Additional Considerations:
If performed in Colorado, the pay range for this job is $184,000 - $276,000 USD based on min and max pay range for that role if performed in CO.
The application deadline for this role is the same as the posting end date stated as below:
10/22/2026
Our Approach to Flexible WorkWith Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply
spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.
