Remote Director, Global Sales Compensation Strategy

Workday, Inc.; Denver (CO); Remote; USD 180,000 - 240,000; Full time

Job summary

Workday, Inc. is seeking a Director of Sales Compensation Strategy to lead the global design and governance of incentive compensation for the GTM organization.

The role focuses on aligning pay with strategic growth, driving financial discipline, and enabling executive decision-making with advanced analytics. You will partner with Sales, Finance, and Revenue Operations to optimize compensation across direct sellers and overlay roles, including AI-enabled initiatives and governance processes.

Qualifications

• Minimum of 10 years’ experience in sales or GTM functions.
• Minimum of 8 years in sales compensation plan design (annual and in-year).
• 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 GTM priorities including new business, expansion, retention, and AI offerings.
• Design pay curves, accelerators, and performance levers to incent behavior 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.
• 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.
• Advise senior leaders in Sales, Finance, and Revenue Operations.
• Translate complex compensation concepts into actionable insights.
• Continuously improve processes across the full sales comp lifecycle.
• Partner with activation teams for compensation enablement and change management, including AI-assisted comms and plan-acceptance workflows.
• Collaborate with Compensation Administration to ensure payouts reflect design intent.

Skills

Sales comp design

GTM strategy

Stakeholder management

Job description

Workday, Inc. is seeking a Director of Sales Compensation Strategy to lead the global design and governance of incentive compensation for the GTM organization.

The role focuses on aligning pay with strategic growth, driving financial discipline, and enabling executive decision-making with advanced analytics. You will partner with Sales, Finance, and Revenue Operations to optimize compensation across direct sellers and overlay roles, including AI-enabled initiatives and governance processes.