Director, Sales Compensation

The Director, GIC Operations Excellence is a senior operational leader responsible for building and leading a new team within Salesforce's Global Incentive Compensation (GIC) organization, purpose-built to drive innovation across incentive compensation operations and processes. This role sits at the intersection of operational strategy, data analytics, AI, and process engineering - and is charged with fundamentally modernizing how GIC Operations works, in order to provide world-class incentive compensation support to a global team of 39k sellers.

This Director will identify, design, and execute improvements to the end-to-end incentive compensation operational lifecycle: eliminating manual work, automating repeatable processes, and building the infrastructure for a faster, more accurate, and more scalable GIC organization. The role requires deep cross-functional collaboration and the ability to move from strategic vision to on-the-ground execution.

- Leading and growing a high-performing Ops Excellence team that becomes a force multiplier for the broader GIC organization. - Delivering measurable reductions in manual effort, processing time, and error rates across GIC's core operational workflows. - Establishing a culture of continuous improvement and innovation that is embedded into how GIC operates day-to-day. - Becoming a trusted, influential partner to GIC leadership and cross-functional stakeholders (Sales, Sales Ops, Technology, HR, Finance) on operational strategy. - Championing data and AI as tools that democratize insights and accelerate execution across the GIC team.

Responsibilities The Director, GIC Operations Excellence will own both the strategic vision and hands-on execution of operational transformation, including:

- Standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model. - Diagnosing operational friction across GIC's workflows and building a prioritized roadmap of improvement initiatives. - Partnering deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross-functional teams to align on priorities, resources, and outcomes. - Bringing a builder's mindset: turning ideas into pilots, pilots into programs, and programs into durable operating infrastructure.

- Lead end-to-end process mapping of GIC's core operational workflows, documenting current-state processes, identifying bottlenecks and redundancies, and designing future-state solutions. - Partner with functional leaders across GIC to understand pain points, prioritize improvement opportunities, and drive structured problem-solving.

- Identify and execute opportunities to automate manual, repetitive, or error-prone processes across the GIC operational lifecycle. - Champion the use of AI tools - including Agentforce and generative AI - to improve how GIC teams access information, resolve cases, issue plans, and support sellers. - Partner with GIC's technology and analytics teams to scope, test, and deploy automation and AI solutions.

- Leverage data to quantify operational inefficiencies, set baselines, and measure the impact of improvement initiatives. - Build reporting frameworks that give GIC leadership real-time visibility into operational health, workload, and process performance.

- Drive alignment across GIC, Sales Operations, Finance, HR, and Technology on process improvement priorities and shared infrastructure investments. - Lead change management for new tools, processes, and operating models - ensuring adoption is fast, smooth, and well-supported. - Represent GIC Ops Excellence in senior leadership forums and cross-functional planning discussions.

- Build, recruit, mentor, and develop a new team of operations and transformation professionals. - Establish a team culture grounded in curiosity, rigor, and execution - where bold ideas are welcomed and follow-through is expected.

- 10+ years of progressive experience in incentive compensation operations, strategy, and/or technology, with meaningful exposure to process transformation and/or technology-enabled change. - 3+ years of people management or team leadership experience. - Deep understanding of incentive compensation operations, systems, and/or sales compensation design. - Demonstrated track record of successfully designing and implementing process improvements that reduced manual effort, improved accuracy, or scaled operational capacity. - Strong command of process mapping methodologies and a structured approach to problem diagnosis and solution design. - Experience working with data and analytics tools to drive insights and measure operational performance; familiarity with Tableau or similar BI tools a plus. - Hands-on experience with or strong interest in AI and automation technologies and how they apply to sales compensation or finance operations. - Exceptional project management skills with the ability to manage multiple workstreams across complex, cross-functional environments. - Strong executive communication skills - both written and verbal - with the ability to influence senior stakeholders and translate complex operational concepts into clear narratives. - Salesforce product experience (Spiff/ICM, Tableau, CRM) is a plus but not required.

The typical base salary range for this position is $164,000 - $261,500 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $196,800 - $285,300 annually.