Director, Sales Compensation Operations — Lead Scale & Accuracy

Block; San Francisco (CA); On-site; USD 218,000 - 327,000; Full time

Benefits offered by this job

Remote work

Medical insurance

Flexible time off

Retirement plans

Family planning

Job summary

Block is seeking a Director of Sales Compensation Operations to own the end-to-end engine behind crediting, quotas, and pay. This is a people-leadership role connecting Sales, Finance, Revenue Operations, and Systems to ensure accuracy, timeliness, and trust in incentives.

You will oversee crediting rules, quota rollups, and mid-period adjustments, while driving automation and data integrity across Looker, Pigment, Salesforce, and ERP systems.

Qualifications

• 12+ years of experience in Sales Compensation Operations or related field.
• 5+ years of people leadership experience.
• Experience operating complex compensation environments across multiple sales motions, roles, and revenue models.
• Expertise administering an ICM / sales compensation platform (Pigment strongly preferred; Xactly, CaptivateIQ, Anaplan, Varicent, or similar) and strong hands-on comfort with Salesforce as a source system.
• Demonstrated ability to leverage AI and automation tools to accelerate and improve the accuracy of calculation, reconciliation, reporting, and operational workflows.
• Strong understanding of ETL pipelines and data flows between CRM, ICM, and financial systems.
• Advanced Excel / Google Sheets skills and comfort with SQL. Strong analytical and problem-solving ability.
• Demonstrated ability to design and operate controls, documentation, and audit-ready processes.
• Excellent stakeholder management and communication skills, with experience partnering with Sales, Finance, and Revenue Operations leadership.

Responsibilities

• Lead, coach, and develop a team across business operations, crediting operations, data pipeline management, data quality and audit, process governance, and commission calculation.
• Oversee the end-to-end monthly and quarterly commission cycle, from crediting and quota data through calculation, validation, review, approval, and payout.
• Implement and operationalize the crediting rules and processes behind them, including quota issuance and rollup to leaders by role.
• Own the data pipelines that move quota, crediting, and revenue data between systems such as Looker, Salesforce, and Pigment.
• Administer and improve our sales compensation tech stack: Pigment for ICM and quota issuance, and Salesforce as our system of record.
• Own data quality and audit for commissionable crediting data, maintain controls and audit readiness.
• Run process governance, exception review, policy review, and fix root causes.
• Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership.
• Deliver reporting and insights on payout accuracy, cycle times, exceptions, and other operational KPIs.
• Enable frontline sales teams to understand their compensation structures and plans.

Skills

People leadership

Data analysis

Stakeholder management

Automation / AI tooling

Communication

Tools

Pigment

Looker

Salesforce

SQL

Excel/Google Sheets

Job description

Block is seeking a Director of Sales Compensation Operations to own the end-to-end engine behind crediting, quotas, and pay. This is a people-leadership role connecting Sales, Finance, Revenue Operations, and Systems to ensure accuracy, timeliness, and trust in incentives.

You will oversee crediting rules, quota rollups, and mid-period adjustments, while driving automation and data integrity across Looker, Pigment, Salesforce, and ERP systems.