Director, Sales Compensation

ServiceTitan; California (MO); On-site; USD 198,000 - 297,000; Full time

Job summary

ServiceTitan is seeking a Director of Sales Compensation Strategy & Operations to own incentive plans for 500+ production roles, aligning rewards with GTM strategy and business outcomes. This role partners with senior leaders to drive operational excellence and exceptional results, and champions AI-enabled processes to improve accuracy and decision quality.

You will lead the design, analysis, and governance of incentive plans, manage day-to-day payouts, and develop a high-performing

Qualifications

• 8-10+ years of work experience in high growth tech or management consulting
• 3+ years of experience leading high performing teams
• Functional experience in Sales/incentive compensation at scale (e.g., SOX compliance)
• Experience conducting quantitative and qualitative analyses
• Automation opportunities and AI-powered workflows in compensation tools
• Cross-functional communication and collaboration skills
• Ability to distill complex issues into concrete action plans and drive results
• Comfort with ambiguity and dynamic environments
• Track record of leading and developing teams

Responsibilities

• Develop & Implement incentive compensation plans that motivate Titans and align with strategy
• Continuously analyze effectiveness of incentive plans and benchmark adjustments
• Research industry best practices across B2B SaaS to stay at the cutting edge
• Present insights and recommendations to senior leaders and stakeholders
• Drive day-to-day incentive compensation operations including monthly payouts and accruals
• Improve day-to-day processes and prevent gaps
• Partner with Operations, Finance, HR and Sales leaders
• Lead and develop a team of compensation professionals

Skills

Sales compensation

Leadership

Data analysis

SOX compliance

Automation opportunities

AI workflows

Cross-functional collaboration

Strategic thinking

Team development

Problem solving

Tools

Captivate

Xactly

Job description

Ready to be a Titan?

The Director - Sales Compensation Strategy & Operations is an integral role on the Revenue Strategy & Operations team, owning incentive compensation plans across more than 500 production roles in the business (Sales Dev, New Logo Sales, Cross Sell/Upsell, Fintech, Post Sales) that drive ServiceTitan’s sustainable growth. This leader will maintain a deep understanding of ServiceTitan’s GTM, broader company strategy and industry best practices to align incentives with our company outcomes. Furthermore, this individual will be an AI champion, driving process improvements and analytics aimed at both increasing accuracy and the quality of recommendations / decision making.

Explicitly, this is a cross-functional, high impact role requiring extreme ownership in partnership with ServiceTitan’s senior leaders to achieve the dual mandate of operational excellence & extraordinary outcomes in ServiceTitan’s production team.

What you'll do:

• Develop & Implement incentive compensation plans that motivate Titans and align compensation outcomes with ServiceTitan’s strategy, partnering with Sales leadership & People operations
• Continuously analyze effectiveness of incentive compensation plans in achieving ServiceTitan’s strategy and recommend adjustments & pivots when appropriate to balance simplicity & driving specialized outcomes
• Research industry best practices across B2B SaaS and adjacencies to appropriately benchmark and ensure ServiceTitan is at the cutting edge of incentive compensation
• Present insights and recommendations to senior leaders and cross-functional stakeholders to drive decision making
• Drive day-to-day incentive compensation operations including monthly payouts and accruals in partnership with Finance & Accounting
• Consistently improve day-to-day processes, consistently evaluating and streamlining to ensure nothing falls through the cracks
• Partner and collaborate cross-functionally with Operations, Finance, HR and Sales leaders
• Lead and develop a team of high performing compensation professionals

What you'll bring:

• 8-10+ years of work experience in a combination of high growth tech companies and/or management consulting and 3+ years of experience leading high performing teams
• Functional experience in Sales/incentive compensation including experience with at-scale organizations (e.g., SOX compliance processes or similar)
• Experience conducting quantitative and qualitative analyses (e.g. customer research, data analysis, competitive benchmarking, etc.)
• Comfort with analyzing processes, identifying automation opportunities and executing to completion, leveraging traditional Sales Compensation tools (e.g., Captivate, Xactly) as well as AI-powered workflows
• Demonstrated excellence in cross-functional communication and collaboration, with the ability to simplify and explain complex problems to stakeholders of all levels
• Ability to distill complex issues into concrete action plans; manage execution; and drive results
• Energized by ambiguity and dynamic, fast-paced working environments that provide a diverse experience and opportunity to tackle different problems
• Track record of leading, growing and developing high performing teams

Be Human With Us:

Being human isn’t about checking every box on a list. It’s about the experiences we have, people we meet, and the perspectives we share. So, if you have the skills but are hesitant to apply because of your background, apply anyway. We need amazing people like you to help us challenge the conventional and think differently about the problems that we’re solving. We’re in this together. Come be human, with us.

Use of AI Technology:

We use technology, including automated and AI-assisted tools, to support certain aspects of our recruitment process. These tools are designed to improve efficiency and enhance the candidate experience. AI tools are not used to make hiring decisions; all hiring decisions are made by our hiring teams.

What We Offer:

When you join our team, you’re not just accepting a job. You’re making a career move. Here’s how we’ll support you in doing some of the most impactful work of your career:

• Flextime, recognition, and support for autonomous work: Flexible time off with ample learning and development opportunities to continue growing your career. We offer a comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events. Great work is rewarded through Bonusly, peer-nominated awards, and more.
• Holistic health and wellness benefits: Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents), FSA and HSA, 401k match, and telehealth options including memberships to One Medical.
• Support for Titans at all stages of life: Parental leave and support, up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement, on demand maternity support through Maven Maternity, free breast milk shipping through Maven Milk, pet insurance, legal advisory services, financial planning tools, and more.

At ServiceTitan, we celebrate individuality and uniqueness. We believe that the convergence of fresh perspectives and experiences from all walks of life is what makes our product and culture so great. We strongly encourage people from underrepresented groups to apply. We do not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws.

ServiceTitan is committed to fair and equitable compensation for all of our employees. We thoughtfully consider a wide range of factors when determining individual compensation, which may change over time. We comply with all applicable minimum wage laws. For candidates in the United States, the good faith salary ranges estimate for this role isZone 1: $198,200 USD - $297,400 USD Applicable for: CA, CT, DC, MD, MA, NJ, NY, VA, and WAZone 2: $185,300 USD - $277,900 USD Applicable for: All other US locations.International Compensation for candidates residing outside the United States will vary by location and will be discussed during the hiring process. Actual compensation within a range is determined by factors including relevant experience, skill set, qualifications, and performance. In addition to base salary, our total compensation package includes an annual bonus, equity, and a holistic suite of benefits.