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Salary: USD 180,000 - 270,000 / annual
Attentive is an AI-powered marketing platform that unifies SMS, RCS, email, and push notifications to deliver personalized customer experiences at scale. The company partners with 8,000+ customers across 70+ industries and is recognized as the #1 SMS marketing provider by G2.
As Director of Incentive Compensation, you will lead the design and administration of incentive programs across Sales, Account Management, Customer Success, and other go-to-market functions. You will report to senior leadership and manage a compensation team.
Key responsibilities include:
• Lead annual incentive planning: work with leaders to define performance measures, pay mix, payout curves, accelerators, and plan rules across GTM and non-GTM roles including executive bonuses.
• Ensure incentives align with business outcomes: evaluate how pricing, contract terms, customer commitments, usage, and deal margin affect payouts; recommend changes that support growth without encouraging poor deal economics.
• Build and test compensation models: demonstrate how different attainment levels and plan structures affect employee earnings and company costs; explain tradeoffs to support leadership decision-making.
• Own commission operations: manage calculation, validation, reconciliation, approvals, and delivery to Payroll; maintain accuracy, timeliness, and clear statements; resolve questions promptly.
• Maintain plan documentation and policies: ensure consistent crediting, ramp periods, guarantees, role changes, adjustments, and exceptions; work with People, Legal, Accounting, and Payroll on controls.
• Assess plan effectiveness: track attainment, payout distribution, commission costs, and behavioral outcomes; separate actual results from forecast assumptions and turn findings into recommendations.
• Improve systems and data: partner with Revenue Operations and business systems on requirements, testing, and data quality; leverage automation and AI to reduce manual work and improve accuracy.
• Lead and develop the compensation team: set clear responsibilities, review work, coach through complex questions, and help managers and employees understand their plans.
• Partner with FP&A and Accounting: support commission forecasts, accruals, reconciliations, and variance explanations; prepare clear analysis for senior leadership.
Attentive operates with a distributed global workforce and employee hubs in New York City, San Francisco, London, and Sydney. The company has been recognized by Deloitte (Fast 500, four years running), LinkedIn (Top Startups), Forbes (Cloud 100, five years running), Inc. (Best Workplaces), and the Human Rights Campaign Foundation (Corporate Equality Index).
REQUIREMENTS:
• 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; ability to build scenario models, trace calculations to source, and identify when assumptions break down.
• Practical experience with incentive compensation platforms and Salesforce data; understanding of how contract terms, bookings, billing, and payouts connect.
• Sound business judgment; ability to challenge proposals constructively and balance employee motivation, financial discipline, and ease of administration.
• Clear communication with executives, managers, and employees; ability to explain complex plans or difficult payout decisions.
• Care with sensitive information and discipline to get details right during busy payout or planning cycles.
• Experience with consumption-based revenue, margin-based incentives, expansion and retention plans.
• Direct experience with commission management platforms (Xactly preferred, or equivalent SPM systems like CaptivateIQ, Spiff).
