At Instructure, we are dedicated to empowering EdTech providers and educational organizations to unlock their full potential through innovative technology solutions. Our mission is to provide intuitive products and services that simplify learning and personal development, foster meaningful relationships, and inspire progress in education and careers.
Director of Global Sales Compensation Strategy
Location
United States
Posted
6 days ago
Salary
$170K - $200K / year
Seniority
Lead
No structured requirement data.
Job Description
Role Description
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.
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 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
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
Qualifications
- 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)
Benefits
- 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
Job Requirements
- 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)
Benefits
- 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
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