Head of Sales Compensation & Operations

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

Job summary

Block is seeking a Director, Sales Compensation Operations to own the end-to-end compensation engine behind how our go-to-market teams are credited, assigned quotas, and paid.

This leadership role sits at the center of Sales, Finance, Revenue Operations, and Systems, driving accuracy, timeliness, and trust in incentive programs. Expect to lead two core functions and build scalable processes.

Qualifications

• 12+ years in Sales Compensation Operations, Sales Commissions, or Revenue Operations.
• 5+ years of people leadership experience.
• Experience operating complex compensation environments across multiple sales motions and revenue models.
• Expertise administering aSales compensation platform (Pigment strongly preferred) and strong hands-on comfort with Salesforce.
• Demonstrated ability to leverage AI and automation tools to improve accuracy and efficiency.
• Strong understanding of ETL data flows between CRM, ICM, and financial systems.
• Advanced Excel / Google Sheets skills and SQL experience.
• Experience designing controls, documentation, and audit-ready processes.
• Excellent stakeholder management and communication skills.

Responsibilities

• Lead, coach, and develop a team across business operations, crediting, data pipeline management, data quality and audit, process governance, and commission calculation.
• Oversee the end-to-end monthly and quarterly commission cycle from data through payout, ensuring accuracy and timeliness.
• Implement and operationalize crediting rules and quota issuance and rollup to leaders by role.
• Own data pipelines moving quota, crediting, and revenue data between Looker, Salesforce, and Pigment.
• Administer and improve the sales compensation tech stack (Pigment, Salesforce) and drive automation and data integrity.
• Maintain data quality and audit readiness for commissionable crediting data.
• Run process governance, exception review, policy review, and root-cause fixes.
• Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership on plan design and rollout.

Skills

Sales compensation

Leadership

Data analysis

Salesforce proficiency

ETL / data pipelines

Automation

AI tooling

Tools

Pigment

Looker

Salesforce

ETL tools

Job description

Block is seeking a Director, Sales Compensation Operations to own the end-to-end compensation engine behind how our go-to-market teams are credited, assigned quotas, and paid.

This leadership role sits at the center of Sales, Finance, Revenue Operations, and Systems, driving accuracy, timeliness, and trust in incentive programs. Expect to lead two core functions and build scalable processes.