Director, Global Sales Compensation Strategy

Workday, Inc.; United States; Hybrid; USD 207,000 - 311,000; Full time

Benefits offered by this job

Stock grants

Flexible work arrangements

Job summary

Workday, Inc. is seeking a senior leader to head the Incentive Compensation design for the global GTM organization.

You will build overarching design frameworks, govern programs, and partner with Sales, Finance and Revenue Operations to align pay with growth and financial discipline. You’ll design annual and in‑year plans for direct sellers and overlay roles, craft pay curves and performance levers, ensure governance of quotas, and drive data‑driven optimization.

Qualifications

• Minimum of 10 years in sales or GTM functions.
• Minimum of 8 years in sales compensation plan design (annual and in-year) for direct sellers and overlay roles.
• Minimum of 3 years managing people.

Responsibilities

• Lead end-to-end design of annual and in-year compensation plans for direct sellers and overlay roles.
• Align compensation structures with GTM priorities, including new business, expansion, retention, and AI offerings.
• Design pay curves, accelerators and performance levers that incent the right behaviours while managing financial risk.
• Partner with Finance and Revenue Operations on quota-setting methodology and deployment.
• Ensure compensation mechanics align with territories, quotas and fiscal planning.
• Support governance processes for true-ups, exceptions and complex deals.
• Identify sales performance gaps and design targeted incentives such as SPIFFs and pilots.
• Measure incentive effectiveness and iterate based on data and results.
• Own dashboards that track attainment, payouts, risk and variance.

Skills

Sales compensation

GTM experience

People management

Executive communication

Job description

Workday, Inc. is seeking a senior leader to head the Incentive Compensation design for the global GTM organization.

You will build overarching design frameworks, govern programs, and partner with Sales, Finance and Revenue Operations to align pay with growth and financial discipline. You’ll design annual and in‑year plans for direct sellers and overlay roles, craft pay curves and performance levers, ensure governance of quotas, and drive data‑driven optimization.