Director, Incentive Compensation & Sales Rewards

Attentive; New York (NY); Hybrid; USD 180,000 - 270,000; Full time

Benefits offered by this job

Health & wellness benefits

Equity

Job summary

Attentive, a leading AI marketing platform, seeks a senior compensation leader to drive annual incentive planning across GTM functions. You’ll build payout rules, track accruals, and ensure plans align with growth and profitability in a fast-paced tech environment.

You’ll manage a small team, partner with Finance and Revenue Operations, and leverage tools like Xactly, CaptivateIQ, and Spiff to optimize performance and accuracy. This role is based in New York with hybrid collaboration.

Qualifications

• 8+ years in incentive compensation, incentive design, or related Finance/Revenue Operations with plan ownership.
• Experience managing a team, including at least two years of people management.
• Experience designing and operating incentive programs in a SaaS/tech business.
• Strong Excel or Google Sheets skills; build scenario models and trace calculations.
• Practical experience with incentive platforms and Salesforce data.
• Sound business judgment balancing motivation, discipline, and admin ease.
• Clear communication with executives, managers, and employees.
• Care with sensitive information during payout/planning cycles.
• Experience with consumption-based revenue and margin-based incentives.
• Direct experience with commission management platforms (Xactly preferred, or CaptivateIQ/Spiff).

Responsibilities

• Lead annual incentive planning across Sales, Account Management, Customer Success, and other go-to-market roles.
• Define performance measures, pay mix, payout curves, accelerators, and plan rules.
• Track and report payout plans with Accounting to accrue non-GTM bonuses.
• Ensure incentives align with outcomes, pricing, terms, and deal margins.
• Build and test compensation models showing effects on earnings and costs.
• Own commission operations from calculation to delivery to Payroll.
• Maintain plan documentation and policies with cross-functional teams.
• Assess plan effectiveness and provide data-driven recommendations.
• Improve compensation systems with Revenue Operations and AI where applicable.
• Lead and develop the compensation team; communicate rollout materials.
• Collaborate with FP&A on forecasts, accruals, and variance explanations.

Skills

Incentive compensation

Team management

SaaS experience

Excel skills

Salesforce data

Data-driven approach

Executive communication

Process improvement

Budgeting

Tools

Xactly

CaptivateIQ

Spiff

Job description

Attentive, a leading AI marketing platform, seeks a senior compensation leader to drive annual incentive planning across GTM functions. You’ll build payout rules, track accruals, and ensure plans align with growth and profitability in a fast-paced tech environment.

You’ll manage a small team, partner with Finance and Revenue Operations, and leverage tools like Xactly, CaptivateIQ, and Spiff to optimize performance and accuracy. This role is based in New York with hybrid collaboration.