Global Head of Sales Compensation Strategy (Remote)

Workday, Inc.; Salt Lake City (UT); Remote; USD 180,000 - 240,000; Full time

Job summary

Workday, Inc. is seeking a Director of Sales Compensation Strategy to lead the global incentive design for direct sellers and overlay roles, aligning pay with growth priorities and fiscal discipline.

You will build frameworks, govern compensation programs, and partner across Sales, Finance, and Revenue Operations to drive measurable outcomes and AI-enabled insights for senior leadership.

Qualifications

• Minimum of 10 years’ experience in sales or GTM functions.
• Minimum of 8 years in sales compensation plan design (annual and in-year) for direct sellers and overlay roles
• Minimum of 3 years managing people

Responsibilities

• Lead end-to-end design of annual and in-year compensation plans for direct sellers and overlay roles.
• Align compensation structures with Workday's GTM priorities, including new business, expansion, retention, and AI offerings.
• Design pay curves, accelerators, and performance levers that incent the right behaviors while managing financial risk.
• Partner with Finance and Revenue Operations on quota-setting methodology and deployment.
• Ensure compensation mechanics align with territories, quotas, and fiscal planning.
• Support governance processes for true-ups, exceptions, and complex deals.
• Identify sales performance gaps and design targeted incentives such as SPIFFs and pilots.
• Measure incentive effectiveness and iterate based on data and results.
• Build and maintain compensation analytics to model outcomes before rollout and monitor performance during the year.
• Own dashboards that track attainment, payouts, risk, and variance.
• Partner with data teams to ensure reliable and scalable compensation data infrastructure.
• Play a key role in Workday's Compensation Governance processes.
• Act as a trusted advisor to senior leaders in Sales, Finance, and Revenue Operations.
• Translate complex compensation concepts into clear, actionable insights.
• Continuously improve processes across the full sales comp lifecycle.
• Partner with activation teams to land compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows.
• Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts.

Job description

Workday, Inc. is seeking a Director of Sales Compensation Strategy to lead the global incentive design for direct sellers and overlay roles, aligning pay with growth priorities and fiscal discipline.

You will build frameworks, govern compensation programs, and partner across Sales, Finance, and Revenue Operations to drive measurable outcomes and AI-enabled insights for senior leadership.