Director, Sales Compensation & Incentive Strategy

Staples; Framingham (MA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

PTO 22 days + holidays

Online and retail discounts

Company match 401(k)

Wellness programs

Job summary

Staples is seeking a Director of Sales Compensation to lead and optimize our national incentive programs. You will partner with Sales, Finance, HR, and Sales Operations to design, govern, and optimize plans that drive profitable growth and align with corporate objectives.

You will oversee compensation strategy, systems, analytics, and governance, ensuring strong data integrity, timely payments, and actionable insights into seller performance.

Qualifications

• Bachelor's degree in Finance, Accounting, Economics, Business, HR, or related field or equivalent work experience.
• 10+ years of experience in sales compensation, finance, sales operations, compensation, or related fields.
• 5+ years of leadership experience managing teams.
• 3+ years of experience leading implementation, enhancement, optimization, or administration of an incentive compensation management (ICM) platform.
• Experience supporting sales compensation programs involving complex organizational transformations, M&A integrations, or significant go‑to‑market changes.
• Experience managing large-scale compensation budgets, accruals, and payout processes.
• Advanced Excel proficiency.
• Experience with compensation management platforms (Anaplan, Xactly, Varicent, or similar).
• Experience working across Sales, Finance, HR, and Operations.
• Experience presenting business recommendations to senior leadership.

Responsibilities

• Lead the variable compensation execution team. Ensure timely and accurate payments and serve as a business partner to Sales Leadership and our Sales Operations partners.
• Model and execute variable compensation plans (commissions, SPIFFs, and incentive programs) that drive desired sales behaviors and align with business objectives.
• Lead monthly and quarterly close processes: calculate accruals, validate attainment data, review payout files, and ensure accurate and timely seller payments.
• Administer and configure the incentive compensation management (ICM) tech stack (e.g., Anaplan, Xactly, Varicent): roadmap, configuration, data integrity, and user adoption, achieving >98 % calculation accuracy.
• Apply and enforce established policies, SOX-compliant controls, and audit procedures for all comp-related data flows; remediate exceptions within 30 days.
• Partner with Sales Operations, HR, and Legal to draft plan documents, governance charters, and dispute-resolution processes; ensure 100 % participant acknowledgement each plan year.
• Develop and deliver dashboards and reporting that provide actionable insights into seller attainment, compensation performance, and business outcomes.
• Lead sales-comp workstream for strategic projects (e.g., M&A sales-comp transition, new GTM models) delivering on‑time, on‑budget outcomes.
• Evaluate compensation plan effectiveness and recommend enhancements based on business performance, market practices, and evolving sales strategies.

Skills

Strategic thinking

Analytical skills

Executive presence

People leadership

Change management

Cross-functional collaboration

Detail orientation

Education

Bachelor's degree in Finance, Accounting, Economics, Business, HR or related field

Master's degree or MBA (preferred)

Tools

Anaplan

Xactly

Varicent

Excel

SQL

Power BI

Tableau

Job description

Staples is seeking a Director of Sales Compensation to lead and optimize our national incentive programs. You will partner with Sales, Finance, HR, and Sales Operations to design, govern, and optimize plans that drive profitable growth and align with corporate objectives.

You will oversee compensation strategy, systems, analytics, and governance, ensuring strong data integrity, timely payments, and actionable insights into seller performance.