Director, Global Sales Incentives & Strategy

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

Job summary

Workday, Inc. in the USA (Bay Area) is seeking a senior leader to design and optimize incentive compensation programs for a global GTM organization.

You will lead a team of incentive designers, establish design frameworks, and partner with Sales, Finance, and Revenue Operations to align compensation with growth objectives and financial discipline. You will drive architecture of annual and in-year plans, build analytics, and govern governance processes for true-ups and complex deals, while

Qualifications

• Minimum of 10 years’ experience 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 Workday's GTM priorities, including new business, expansion, retention, and AI offerings.
• Design pay curves, accelerators, and performance levers that incent the right behaviors 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.
• Build and maintain compensation analytics to model outcomes before rollout and monitor performance during the year.

Skills

Sales experience

GTM expertise

Executive communication

AI adoption

Quota governance

Analytics modeling

Job description

Workday, Inc. in the USA (Bay Area) is seeking a senior leader to design and optimize incentive compensation programs for a global GTM organization.

You will lead a team of incentive designers, establish design frameworks, and partner with Sales, Finance, and Revenue Operations to align compensation with growth objectives and financial discipline. You will drive architecture of annual and in-year plans, build analytics, and govern governance processes for true-ups and complex deals, while