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About the Role
Cirrascale is seeking a Director, Sales Compensation to lead the strategy, governance, administration, and improvement of sales incentive compensation. This role manages the entire sales compensation lifecycle, including plan design, quota and payout mechanics, commission operations, analytics, systems, controls, executive reporting, and field communication. Reporting to the Head of Revenue Operations, this foundational senior role translates business strategy into effective incentive plans, manages scalable payout operations, collaborates with senior leadership, and ensures plans are financially sound, operationally reliable, and clearly understood.
Responsibilities
- Own the company's sales compensation philosophy, framework, and operating model.
- Design and recommend sales incentive plans, including pay mix, commission rates, accelerators, quota mechanics, overlays, renewal and expansion treatment, multi-year deal treatment, exception rules, and plan governance.
- Lead annual and semi-annual compensation planning cycles, including design proposals, scenario modeling, cost analysis, stakeholder review, approvals, documentation, and rollout.
- Partner with Sales Leadership and Finance on quota design, territory implications, attainment distributions, and compensation cost-of-sales tradeoffs.
- Run end-to-end commission operations, including data validation, payout calculations, exception handling, dispute resolution, accrual support, reporting, and monthly or quarterly close coordination.
- Build and maintain strong controls for compensation administration, including plan approval workflows, policy interpretation, audit readiness, payout accuracy, and overpayment prevention.
- Own sales compensation systems, tooling, and process architecture, including CRM dependencies, hierarchy management, commission automation, workflow integrity, and reporting logic.
- Produce and analyze compensation analytics, including attainment distributions, payout curves, plan ROI, behavioral signal analysis, compensation cost-of-sales, overpayment risk, and plan effectiveness trends.
- Advise senior executives on sales compensation strategy, emerging risks, field feedback, and recommended changes based on data and business performance.
- Partner with the Revenue FP&A Lead on the unified revenue reporting layer.
- Create clear compensation communications for leaders and the field, including plan letters, FAQs, payout statements, manager guides, and enablement materials.
- Partner with HR and Legal to ensure compensation plans are compliant, well-documented, and consistently administered.
Requirements
- 10+ years of experience in sales compensation, incentive design, sales operations, revenue operations, finance, or a closely related analytical function.
- 5+ years of experience directly leading or materially influencing sales compensation design and administration in a B2B environment.
- Deep expertise in sales compensation mechanics, including quota setting support, pay mix design, accelerators, overlays, bookings treatment, renewals, expansions, and multi-year deal structures.
- Demonstrated experience owning compensation operations, including payout processes, controls, disputes, exception handling, and executive reporting.
- Strong financial and analytical skills, including advanced spreadsheet modeling, scenario analysis, and compensation cost-of-sales evaluation.
- Experience partnering with senior Sales, Finance, HR, and Legal stakeholders in a cross-functional environment.
- Strong systems fluency across CRM, spreadsheet models, BI tools, and commission automation platforms.
- Excellent written and verbal communication skills, including the ability to explain complex compensation concepts clearly to executives, managers, and sellers.
- Bachelor's degree in Business, Finance, Economics, Operations, or a related field.
Skills
- Sales compensation
- Incentive design
- Sales operations
- Revenue operations
- Finance
- Financial modeling
- Scenario analysis
- Compensation cost-of-sales evaluation
- CRM
- Spreadsheet modeling
- BI tools
- Commission automation platforms
- Written communication
- Verbal communication
Experience Level
- 10+ years of experience
- 5+ years of experience
Education Level
- Bachelor's degree in Business, Finance, Economics, Operations, or a related field
Salary/Compensations
- $180,000 to $225,000
Benefits
- Comprehensive medical, dental, vision coverage
- 401(k) with company match
- Generous paid time-off
- Professional development support
About the Company
- Join a growing team that's pushing the boundaries of AI infrastructure.
- At Cirrascale, you’ll contribute to projects powering next-generation AI applications while working with top-tier hardware in a collaborative and innovative environment.
- From custom deployments to hands-on customer support, every role here plays a part in enabling breakthroughs in AI.