Director, Sales Incentive Compensation

WOOD MACKENZIE INC.; Boston (MA); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Wood Mackenzie seeks a Sales Incentive Compensation Director to own the global go-to-market compensation strategy and plan architecture. You will lead modeling, governance, and analytics across the commercial organization, partnering with Sales, Finance, HR, and Revenue Operations to drive predictable revenue growth.

The role requires deep expertise in incentive compensation, executive communication, and cross-functional influence, with a hybrid work model requiring in-office presence at least 2

Qualifications

• 10+ years of progressive experience in Sales Compensation or related fields.
• Experience owning global go-to-market compensation programs in high-growth or subscription-based environments.
• Strong expertise in incentive compensation design, quota design, and performance management.
• Excellent communication and stakeholder management skills.

Responsibilities

• Lead the design, modeling, and evolution of global sales incentive programs across go-to-market roles.
• Develop governance standards, policies, controls, and approval frameworks for compensation.
• Partner with executives to assess financial impact of structures, accelerators, quotas, and bonuses.
• Deliver executive-level analytics and reporting for planning and business reviews.

Skills

Executive presence

Stakeholder management

Financial modeling

Sales compensation strategy

Leadership

Analytical thinking

Education

Bachelor’s degree in business/finance/economics

MBA or advanced certifications preferred

Tools

Salesforce

Xactly

Varicent

Power BI

Excel modeling

Job description

Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.Wood MackenzieIntelligence ConnectedWoodMac.comWood Mackenzie Brand VideoWood Mackenzie ValuesInclusive – we succeed togetherTrusting – we choose to trust each otherCustomer committed – we put customers at the heart of our decisionsFuture Focused – we accelerate changeCurious – we turn knowledge into actionRole PurposeThe Sales Incentive Compensation Director serves as the enterprise authority for global go-to-market compensation strategy, plan architecture, and incentive governance. The role is responsible for designing commercially effective compensation programs that drive predictable revenue outcomes, reinforce strategic priorities, and support long-term organizational growth.Operating as a senior strategic partner to executive leadership, the Director leads the development, financial modeling, governance, and optimization of all variable compensation programs across the global commercial organization. The role requires deep expertise in sales compensation strategy, strong executive presence, and the ability to influence complex cross-functional decisions across Sales, Finance, HR, and Revenue Operations.Success in the role requires balancing commercial competitiveness, financial discipline, operational scalability, and organizational alignment while driving confidence through clear executive-level communication, analytical rigor, and disciplined governance.Key ResponsibilitiesCompensation Strategy & Plan ArchitectureLead the end-to-end design, modeling, and strategic evolution of global sales incentive compensation programs across all go-to-market rolesDevelop compensation frameworks aligned to corporate growth objectives, sales strategy, productivity goals, and financial targetsServe as the primary internal authority on compensation philosophy, plan design, policy interpretation, and strategic exception managementPartner with executive leadership to evaluate the commercial and financial impact of compensation structures, accelerators, quotas, overlays, bonus programs, and strategic incentivesDrive enterprise-wide consistency and scalability across compensation structures while balancing regional and functional requirementsReduce dependency on external consultants through development of internal strategic compensation expertiseFinancial Modeling & Commercial AnalyticsLead advanced financial modeling, scenario planning, and stress testing of compensation programs to ensure affordability, scalability, and return on investmentAnalyze attainment distributions, compensation leverage, productivity trends, and cost-of-sales performance to support executive decision-makingProvide predictive insights into sales behavior, plan effectiveness, and commercial performance risksDevelop executive-level reporting and analytics to support annual planning, forecasting, and ongoing business reviewsPartner closely with Finance and Revenue Operations to align compensation programs with broader operating plans and revenue expectationsGovernance, Policy & Operational OversightEstablish and maintain enterprise compensation governance standards, policies, controls, and approval frameworksEnsure compensation plans, documentation, and processes are compliant with applicable laws, internal controls, and company policies across all operating regionsAct as the final escalation point for complex compensation interpretation matters and non-standard commercial arrangementsOversee compensation administration processes to ensure accuracy, transparency, auditability, and operational disciplineDrive continuous improvement, automation, and simplification of compensation processes, systems, and workflowsExecutive Partnership & Organizational LeadershipServe as a trusted advisor to Sales, HR, Finance, and executive leadership on compensation strategy and organizational performanceLead alignment discussions across senior stakeholders to ensure compensation programs support evolving business priorities and strategic initiativesPresent compensation recommendations, business cases, and financial analysis to executive leadership teams and governance forumsBuild organizational confidence in compensation programs through clear communication, education, and transparent decision-makingAttract, lead, develop, and mentor high-performing compensation and analytics talent while fostering accountability, collaboration, and continuous improvementQualifications & Experience10+ years of progressive experience in Sales Compensation, Revenue Operations, Commercial Finance, Total Rewards, or related disciplinesDemonstrated ownership of complex global go-to-market compensation programs within high-growth or subscription-based business environmentsDeep expertise in incentive compensation strategy, economic modeling, quota design, and commercial performance managementStrong executive presence with demonstrated ability to influence senior stakeholders and drive cross-functional alignmentPrior evidence of shifting the function from an administrative cost centre to a strategic commercial partnerAdvanced analytical and financial modeling capabilities with the ability to translate complex data into strategic business recommendationsStrong commercial acumen and sound judgment in balancing growth objectives, financial discipline, and organizational behaviorExperience leading compensation governance, policy interpretation, and exception management within complex organizationsAdvanced proficiency with sales, compensation, and analytics platforms including Salesforce, Xactly, Varicent, PowerBI, and advanced Excel modelingExceptional communication, presentation, and stakeholder management skillsAbility to operate with a high degree of discretion, professionalism, and integrity in handling sensitive business and compensation mattersBachelor’s degree in business, finance, economics, or related discipline required; MBA or advanced certifications preferredOther ExpectationsRole model strong integrity and sets an example of Wood Mackenzie’s values and behaviorsWe are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.While this is expected to be a full-time role, part-time or flexible working arrangements will be considered. Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.Wood Mackenzie ValuesInclusive – we succeed togetherTrusting – we choose to trust each otherCustomer committed – we put customers at the heart of our decisionsFuture Focused – we accelerate changeCurious – we turn knowledgeEqual OpportunitiesWe are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov