From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About the Role
We are hiring a Director of Sales Compensation to lead our global incentive design, governance, and operations for our enterprise GTM motion. Fivetran values clear ownership, operational excellence, and long term thinking. You will report to the VP, Finance & Strategy and partner closely with Sales, Sales Ops, HR, Legal, and Finance. We expect a hands-on leader who is as comfortable building models as they are coaching the team and influencing executive decisions.
This is a full-time, hybrid position based out of our Oakland or Denver offices. Our hybrid model includes two days per week in office to connect and build as a team.
What You’ll Do
- Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behavior.
- Architect and implement compensation plans for consumption/usage based pricing models across Enterprise, Commercial, and Channel sales.
- Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee.
- Modernize compensation operations by driving AI automation, governance, and scalable execution within Xactly or equivalent systems.
- Build and lead a high-performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
- Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, as well as SOX-ready controls to support IPO readiness and external audits.
- Design and run plan effectiveness analytics, attribution, and ROI modeling; propose and implement plan changes based on rigorous analysis.
- Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
- Partner cross-functionally to ensure compensation programs are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.
- Run quarterly plan reviews and provide ongoing reporting to Sales, Finance, and HR on attainment, payouts, and behavioral signals.
Skills We’re Looking For
- 10+ years of experience in sales compensation, sales strategy, or related analytical function; significant experience designing and operating global incentive programs at enterprise scale.
- Minimum of 5 years of people management experience building and scaling compensation teams.
- Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
- Proven experience with consumption or usage based pricing models and how to translate them into effective incentive plans.
- Strong technical command of Xactly or other commission automation platforms, plus advanced modeling skills in SQL, Excel, and BI tools.
- Exceptional analytical rigor with experience running complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling under ASC 606.
- Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.
Bonus Skills
- Direct experience at a high growth SaaS company undergoing product or pricing transformation.
- Hands on experience integrating AI or automation to improve compensation transparency and forecasting.
- Familiarity with international pay compliance and tax considerations for variable pay.
#LI-HYBRID #LI-JG1
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Oakland Pay Range
$189,223—$236,529 USD
Perks and Benefits
- 100% employer-paid medical insurance*****
- Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*****May vary by country and worker type - please reach out to your recruiter for more information
Click here to learn more about Fivetran's Benefits by Region.
We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.
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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.