Apply on Employer Site

Instructure · 1 month ago

Director of Global Sales Compensation Strategy

United States

Full-time

Remote

Director/Executive

$190K/yr - $240K/yr

7+ years exp

Instructure is a company focused on empowering individuals through innovative learning products. The Director of Global Sales Compensation Strategy will lead the design and governance of sales compensation programs globally, ensuring alignment with corporate objectives and driving effective performance through strategic incentive frameworks.

Cloud ManagementEdTechEducationInformation TechnologySaaS

Responsibilities

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 between Salesforce.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

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

Qualification

Sales compensation strategySalesforcePerformioSaaS GTM modelsBI toolsAdvanced ExcelAnalytical skillsGlobal compensation experienceLeadershipCommunication skills

Required

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

Preferred

MBA or advanced degree (preferred)

Benefits

Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles

Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge

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

$190,000 - $240,000 a year

Plus a 10% annual performance bonus and participation in Instructure’s exclusive Management Equity Program - a long-term leadership incentive tied to company growth and value creation.