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Director of Compensation and Strategy

Company: Fivetran
Location: Oakland
Posted on: January 10, 2022

Job Description:

Fivetran is building data pipelines to power the modern data stack for thousands of companies. We're looking for a t enured and highly skilled Sales Compensation and Sales Planning leader to join our fast-growing global sales organization. The successful candidate will be responsible for architecting Fivetran's global Sales Compensation strategy and building a comprehensive program and team to execute that strategic vision. The successful candidate will also be responsible for establishing a repeatable and scalable Sales Planning framework, including GTM coverage optimization, territory design and definition, and annual and periodic quota setting. The candidate should be familiar with SaaS GTM models and sales processes, in order to align roles and responsibilities with quotas and incentives that support the overall sales strategy. The successful candidate will be a self-starter comfortable working in a dynamic, data-driven environment, and who demonstrates curiosity, empathy and initiative. What You'll Do:

  • Serve as subject matter expert and trusted advisor to the revenue organization, in order to guide decisions around Sales Compensation, Sales Planning and performance related issues
  • Partner with IT and the Revenue Operations Systems team to ensure sales tools and CRM are architected to seamlessly integrate with and properly support Revenue Planning and Compensation processes and platforms
  • Work closely with the HR Comp & Benefits team to establish accurate job families, job levels, pay ranges and compensation practices across all GTM roles
  • Lead all quota setting and sales compensation design cycles, performing analysis to inform potential plan improvements, design changes, and quota allocation
  • Communicate with the revenue team and relevant stakeholders on policy and program changes in a compelling and effective manner
  • Manage the end-to-end administration of the Sales Compensation function, including: plan distribution and communication, transaction crediting, commission calculations, payment file preparation, reporting and analysis, and issue resolution
  • Build and maintain a variety of models to track/forecast program costs and determine potential break-even and/or ROI, as well as report to Finance on commission cost trends and drivers
  • Lead the selection and implementation of an enterprise class Sales Planning Management (SPM) platform
  • Lead the selection and implementation of an enterprise class Incentive Compensation management (ICM) platform
  • 15+ years work experience in B2B Sales Compensation, preferably in a technology or SaaS environment
  • Expertise in incentive plan structures (pay mix, on-target earnings, excellence points, quotas, plan measures & mechanics, acceleration, pay for performance)
  • Deep level of knowledge around CBP (consumption based pricing) in a SaaS model and creating incentive strategies that align to our company goals
  • Ability to independently address analytical requests: understand the core question being asked, gather required data, build models and validate assumptions, perform analyses, summarize and present results in a compelling manner
  • Superb Excel skills: model building, use of advanced formulas and arrays, pivot tables, and data manipulation
  • Customer service oriented mindset with the ability to work with individuals at all levels of the organization to solve problems
  • Extensive experience managing Salesforce.com (SFDC), SPM, and ICM platforms
  • 5-7+ years of People Management experience Perks and Benefits:
    • 100% paid Medical, Dental, Vision and Basic Life Insurance. Benefits begin on your first day!
    • Option of Health Savings Account (HSA) or Flexible Savings Account (FSA)
    • Generous paid time off (PTO) plus paid sick time, holidays, parental leave, and volunteer days off
    • 401k match program
    • Monthly cell phone stipend
    • Work-from-home equipment reimbursement for your home office setup!
    • Professional development and training opportunities
    • Company virtual happy hours and fun team building activities
    • Pet Insurance -- and yes, you can bring your well-behaved fur babies to work
    • Commuter benefits to help with transit and parking costs

Keywords: Fivetran, Oakland , Director of Compensation and Strategy, Human Resources , Oakland, California

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