Director of Global Sales Compensation Strategy

Instructure; United States; Hybrid; USD 190,000 - 240,000; Full time

Benefits offered by this job

Competitive compensation

Flexible schedules

Generous time off

Comprehensive wellness programs

Annual learning stipends

Job summary

A leading software company in the United States is looking for a Director of Global Sales Compensation Strategy to lead the development and governance of sales compensation programs. This role entails engaging with leadership, conducting market research, and implementing effective frameworks. The ideal candidate will have substantial experience in sales compensation, alongside strong analytical and communication skills. This position offers flexible hybrid work options, competitive compensation, and diverse wellness benefits.

Qualifications

• 7+ years of sales compensation experience, including leadership responsibility.
• Experience managing and developing direct reports.
• Ability to execute multi‑year compensation strategies.

Responsibilities

• Lead the global strategy and governance of all sales compensation programs.
• Conduct market research to maintain program effectiveness.
• Oversee plan documentation and approvals.

Skills

Sales compensation experience

Proficiency with Salesforce

Strong analytical skills

Communication skills

Education

BA/BS in an analytical field

MBA or advanced degree

Tools

Salesforce

Tableau

Excel

Job description

Director of Global Sales Compensation Strategy

Apply for the Director of Global Sales Compensation Strategy role at Instructure.

Company Overview

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.

Responsibilities

• Lead the global strategy, design, and governance of all sales compensation programs.
• Own the global sales compensation strategy and roadmap.
• Translate corporate priorities into incentive levers that drive GTM outcomes.
• Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs.
• Develop new incentive frameworks that improve sales performance.
• Serve as an advisor to senior GTM and executive leadership.
• Drive scalable processes/systems and governance between Salesforce.com and the Performio commission system.
• Work closely with Finance to ensure timely and accurate commission calculations.
• Conduct market research and competitive analyses to maintain program effectiveness.
• Manage high-impact compensation projects and process improvements.
• Maintain and evolve quarterly quota agreements, sales compensation plans, policies, and rules of engagement.
• Oversee plan documentation, approvals, and signatures.
• Own creation and maintenance of sales compensation training materials.
• Deliver streamlined sales new hire and ongoing training for sales compensation programs.
• Own compensation escalations beyond Finance or shared services teams.
• Lead sales compensation committee to resolve escalations.

First‑12‑Month Success Measures

• Implement standardized quota agreements & enforcement processes.
• Deliver a scalable global compensation framework across all roles/functions.
• Establish governance & systems between Salesforce & Performio.
• Define KPI frameworks to measure compensation effectiveness.
• Build and lead a compensation strategy team.

Qualifications

• 7+ years of sales compensation experience, including leadership responsibility.
• Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau.
• Solid understanding of SaaS GTM models and the financial drivers of new business, renewals, and expansion.
• Recognized sales compensation SME with experience partnering across GTM, Finance, and HR.
• Experience managing and developing direct reports.
• Ability to set and execute multi‑year compensation strategies that support business goals.
• Global compensation experience, including working across regions and time zones.
• Strong balance of strategic thinking and attention to detail.
• Advanced Excel user with strong analytical and modeling skills.
• Takes full ownership of responsibilities and follows through reliably.
• Strong communication skills, including presenting insights and recommendations to leadership.
• BA/BS in an analytical field is a plus.
• MBA or advanced degree (preferred).

Benefits

• Competitive compensation, with participation in our ownership program.
• Flexible schedules and a remote‑friendly culture; hybrid or onsite work options in some regions.
• Generous time off, including local holidays and our annual “Dim the Lights” week.
• Comprehensive wellness programs and mental health support.
• Annual learning and development stipends.
• Technology and tools to do your best work (typically a Mac, with PC options available).
• Motivosity employee recognition program.
• A culture rooted in inclusivity, support, and meaningful connection.

Compensation

$190,000 – $240,000 a year. Plus a 10% annual performance bonus and participation in our exclusive Management Equity Program.

Equal Opportunity Employer

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti‑discrimination laws in every country where we operate. All employees must pass a background check. We may use AI tools to support parts of the hiring process; final hiring decisions are made by humans. For more information about data processing, please contact us.