Sales Compensation Design Lead

Stripe; Greater London; Hybrid; GBP 82,000 - 124,000; Full time

Benefits offered by this job

equity

company bonus or sales commissions/bon

retirement plans

health benefits

wellness stipends

Job summary

Stripe is seeking a Senior Sales Compensation professional to shape and manage the annual compensation strategy for our global sales teams. You will work across Sales, Finance, HR, and Product to design, implement, and optimize compensation plans and SPIFFs, ensuring alignment with OKRs and business priorities.

You will leverage CRM and ICM tools, perform rigorous analytics, and lead enablement of compensation resources and policies.

Qualifications

• BS or BA in Business, Finance, Economics, Math, or Statistics
• At least five years of experience in a sales compensation role
• At least two years as a key point of contact with senior Sales, Finance, and HR leadership
• At least three years leading the sales compensation design process
• Experience with CRM (e.g., Salesforce) and Incentive Compensation Management tools (e.g., Captivate IQ, Varicent, Xactly)
• Experience with reporting tools and Tableau
• Strong logic, problem-solving, and Excel modeling skills
• Very organized and attentive to detail, with excellent prioritization skills
• Experience in high-growth, performance-focused environments and administering complex programs
• Ability to forge strong bonds and influence internal partners

Responsibilities

• Lead the annual sales compensation plan design cycle for specific sales teams and obtain input from stakeholders
• Implement metrics for plans that are specific and aligned with company priorities
• Own the rollout and enablement of compensation plans
• Quantitatively measure plan effectiveness and apply learnings to the design process
• Propose, evaluate, design, and measure SPIFFs
• Be the main contact for sales leadership to correlate objectives and compensation
• Own, update, and lead enablement of sales compensation resources
• Own, update, and lead enablement of annual sales credit policies
• Represent compensation impacts in strategy discussions (e.g., with Product)
• Understand sales function, product priorities, and individual team characteristics
• Support the commission calculation close process as needed

Skills

Analytical thinking

Excel modeling

Cross-functional collaboration

Problem solving

Communication

Influence internal partners

Education

BS or BA in Business, Finance, Economics, Math, or Statistics

Tools

Salesforce

Captivate IQ

Varicent

Xactly

Tableau

Job description

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About the Team

The Sales Compensation team at Stripe is responsible for the overall compensation strategy, design, and payment administration for the global sales organization. We ensure that our objectives align with the compensation program and that our sales teams are paid accurately and on time. We provide thought leadership for the go-to-market initiatives so that performance and compensation are effectively correlated. The Sales Compensation team partners closely with the revenue-generating and support functions across Stripe to support the success of our sales efforts.

What you’ll do

You’re a key contributor to the sales compensation program design, implementation, and performance assessment of the sales organization. You’ll have high visibility across multiple channels, owning the performance-to-compensation structure for specific sales teams and serving as the subject matter expert for strategic advice and implementation of any compensation programs (including SPIFFs and MBOs) that further align the sales focus with our OKRs.

You’re passionate about sales compensation and comfortable working in ambiguous situations to identify optimal solutions for our sales teams to succeed. You have experience working across all levels and functions of an organization (preferably in a high-growth environment) to align our priorities with our sales team's motivation. You bring resilience and the ability to both partner and lead in cross-functional situations. You use analytics and quantitative data to support and evaluate decisions.

Responsibilities

• Lead the annual sales compensation plan design cycle for specific sales teams, including obtaining input and stakeholder approval for the proposed compensation structures
• Implement metrics for the plans that are specific, measurable, and align with company priorities
• Own the rollout and enablement of the compensation plans
• Conduct frequent quantitative measurement of the compensation plan effectiveness and apply learnings to the annual plan design process
• Propose, evaluate, design, and measure the effectiveness of SPIFFs
• Be the main contact for sales leadership to correlate objectives and compensation
• Own, update, and lead the enablement of the sales compensation resources for the sales organization
• Own, update, and lead the enablement of the annual sales credit policies for the sales organization
• Represent the sales compensation impacts in company strategy discussions (e.g., with Product)
• Have an in-depth understanding of the sales function, product priorities, and individual sales team characteristics
• Support the commission calculation close process as needed

Minimum Requirements

• BS or BA in Business, Finance, Economics, Math, or Statistics
• At least five years of experience in a sales compensation role
• At least two years as a key point of contact with senior Sales, Finance, and HR leadership
• At least three years leading the sales compensation design process
• Experience with Customer Relationship Management (CRM) (e.g., Salesforce) and Incentive Compensation Management (ICM) (e.g., Captivate IQ, Varicent, Xactly) tools
• Experience with reporting tools and Tableau
• Strong logic, problem-solving, and Excel modeling skills
• Very organized and attentive to detail, with excellent prioritization skills that allow you to consistently deliver quality results on time
• Experience working in high-growth, performance-focused environments and administering complex programs
• Ability to forge strong bonds, work collaboratively with, and influence internal partners such as other Sales channels, Finance, and Business Applications

Preferred Qualifications

• Experience leveraging AI tools to enhance impact and productivity
• Experience in Sales or Sales Operations roles
• SQL programming experience

In-office expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.

Pay and benefits

The annual salary range for this role in the primary location is €96,500 - €144,700. This range may change if you are hired in another location. For sales roles, the range provided is the role’s On Target Earnings("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.

Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include:

• equity
• company bonus or sales commissions/bonuses
• retirement plans
• health benefits
• wellness stipends

We look forward to hearing from you.

At Stripe, we’re looking for people with passion, grit, and integrity. You’re encouraged to apply even if your experience doesn’t precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren’t afraid to challenge assumptions.

Join us.