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Bazaarvoice is seeking a Director of Sales Compensation to lead global strategy, design, execution, and analytics for sales incentive compensation programs. Reporting to the VP of Finance Operations, you will serve as the strategic partner to HR and Revenue leadership, bridging executive-level strategy with hands-on operational execution.
Key Responsibilities:
- Lead annual sales compensation plan design across B2B SaaS (recurring revenue) and non-recurring revenue models, translating company targets into effective incentive structures.
- Model compensation scenarios and present strategic recommendations directly to the CRO and CFO, leading iterative revisions to secure executive approval.
- Define and maintain governance policies for variable compensation, including leaves of absence, guarantees, ramps, plan exclusions, exception management, and mid-year quota adjustments.
- Partner with HR, Revenue, and Sales Operations to gather business inputs, align on role-based metrics, and ensure smooth plan rollout and policy enforcement.
- Oversee end-to-end execution and calculation of all variable comp plans within Everstage, driving flawless payout accuracy and timely execution.
- Review, validate, and sign off on monthly and quarterly global commission and bonus payroll workbooks across US and international schedules prior to payroll submission.
- Audit and optimize operational workflows within Everstage; partner with HR Operations/HRIS on data pipeline syncs (Workday to Everstage) to monitor and resolve data quality gaps.
- Maintain understanding of deal structure and configuration within Salesforce CPQ; resolve complex commissioning questions tied to stair-step deals, multi-year acceleration, early renewals, and custom contract terms.
- Serve as primary decision-maker for first-level plan exceptions, dispute resolutions, and policy interpretations, providing firm, data-backed recommendations.
- Build and deliver performance monitoring analytics, quota/plan attainment KPIs, and commission expense insights; deliver board-pack inputs and present quarterly performance analytics to the CFO.
- Partner with Enterprise Data team to define business requirements and maintain reporting models within Snowflake and Tableau.
- Partner with FP&A and Accounting to provide accurate inputs for commission expense forecasts, month-end/quarter-end accruals, and capitalized commissions.
- Lead, coach, and mentor a remote team of two analysts (US and London); set clear performance expectations and foster professional growth.
- Drive continuous innovation by experimenting with AI tools (Gemini, Claude) to streamline analytics and automate workflows.
Requirements:
- 8+ years of progressive experience in sales compensation or incentive management, including 5+ years of direct people management experience.
- Deep expertise designing and administering incentive plans in B2B SaaS/recurring revenue environments, with experience in non-recurring revenue models.
- Direct experience with commission management platforms (Everstage preferred, or equivalent SPM systems like CaptivateIQ, Spiff, Xactly); advanced Excel skills for financial modeling.
- Experience partnering with HRIS systems and data pipelines (Workday to Everstage integration strongly preferred).
- Familiarity partnering with data teams on data warehousing and analytics platforms (Tableau and Snowflake experience a plus).
- Operational understanding of Salesforce CPQ, deal flows, quote-to-cash processes, and complex contract mechanics.
- Player-coach mindset with willingness to perform detailed analytics and operational execution while guiding strategic direction.
- Superior verbal and written communication skills with proven ability to present complex financial models and defend plan designs to executive leadership.
- Strong business acumen to independently evaluate exception requests and provide firm, well-reasoned recommendations.
- Strong coaching and performance management capabilities for distributed, remote team environments.
- Innovative mindset with desire to experiment with and drive team adoption of emerging technologies and AI platforms.
