Director, Incentive Compensation

Attentive

. Lead annual incentive planning across Sales, Account Management, Customer Success, and other eligible go-to-market roles .

Posted 10/26/2026full-timeNew York City • New York • United StatesLead💰 $180,000 - $270,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in incentive compensation design and administration, with a strong focus on performance measures, payout structures, and team leadership. Proficient in managing commission operations and collaborating with finance teams to optimize compensation systems.

Highest-signal resume keywords

Incentive Compensation DesignCommission Management PlatformsTeam LeadershipExcel or Google Sheets SkillsSaaS Incentive Programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Incentive CompensationPerformance MeasuresPayout StructuresCompensation ModelsCommission CalculationsData AnalysisContract TermsRevenue OperationsFinancial DisciplineAttention to Detail

Soft Skills

Clear CommunicationSound Business Judgment

Tools & Technologies

SalesforceXactlyCaptivateIQSpiff

Industry Keywords

SaaSRevenue OperationsIncentive ProgramsConsumption-Based RevenueMargin-Based Incentives

About the role

Key responsibilities & impact

Lead annual incentive planning across Sales, Account Management, Customer Success, and other eligible go-to-market roles
Define performance measures, pay mix, payout curves, accelerators, and plan rules with business leaders
Track, report, and collaborate with Accounting to accrue non-GTM bonus plans, including executive bonuses
Evaluate how pricing, contract terms, customer commitments, usage, and deal margin affect payouts
Build and test compensation models and explain attainment, plan structure, employee earnings, and company-cost tradeoffs
Own commission operations, including calculation, validation, reconciliation, approvals, and delivery to Payroll
Maintain plan documentation and policies for crediting, ramp periods, guarantees, role changes, adjustments, and exceptions
Assess plan performance using attainment, payout distribution, commission costs, and behavioral outcomes
Improve compensation systems and data with Revenue Operations and business systems partners
Lead and develop the compensation team
Partner with FP&A and Accounting on commission forecasts, accruals, reconciliations, and variance explanations
Prepare analysis for senior leadership and communicate plans to managers and employees

Requirements

What you’ll need

8+ years of relevant experience in incentive compensation, incentive design, or related Finance or Revenue Operations roles, with ownership of both plan design and administration
Experience managing and developing a team, ideally including at least two years of people management
Experience designing and operating incentive programs in a SaaS, technology, or similarly complex business
Strong Excel or Google Sheets skills
Practical experience with incentive compensation platforms and Salesforce data
Understanding of contract terms, bookings, billing, and payouts
Sound business judgment balancing employee motivation, financial discipline, and ease of administration
Clear communication with executives, managers, and employees
Care with sensitive information and attention to detail
Experience with consumption-based revenue, margin-based incentives, expansion and retention plans
Direct experience with commission management platforms; Xactly preferred, or equivalent SPM systems such as CaptivateIQ or Spiff

Benefits

Comp & perks

Equity
Health and wellness benefits
Competitive perks and benefits
Reasonable accommodations for candidates with disabilities