Sales Compensation Director

OneStream; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

OneStream is seeking an experienced Director to build and run the compensation planning function powering our global sales incentive strategy. You will own design, modeling, and administration of sales incentive plans, quotas, and plan issuance across geographies.

You will partner with HR and Accounting on governance, data, and reconciliation, while driving market perspective. Responsibilities include end-to-end plan rollout, cost modeling, and collaboration with Finance to align comp with

Qualifications

• At least 8+ years of experience in sales compensation design or related field.
• Strong financial modelling skills and scenario analysis.
• Proven ability to lead cross-functional initiatives with HR, Finance, and Sales.
• Experience with incentive plan governance and policy documentation.

Responsibilities

• Own end-to-end design of sales incentive compensation plans across geographies and segments.
• Translate revenue goals into plan mechanics and drive desired seller behavior.
• Model plan options, stress-test assumptions, and present trade-offs to leadership.
• Partner with HR on job descriptions, leveling, and benchmarking; HR owns final decisions.

Job description

At OneStream, we're on a mission to empower every Finance organization and professional to exceed their potential. Our global teams span continents, cultures, and time zones, united by a shared purpose as we build the operating system for modern Finance and help organizations move with greater speed, clarity, and confidence.

That mission comes to life through our people. Behind every innovation, customer success, and milestone are talented people working together to make a difference. That's why we're looking for people who are bold enough to think big, authentic in how they lead and collaborate, curious about what's possible, and committed to delivering results.

Want a closer look before you apply? Explore our Careers site to learn more about our people, culture, and benefits.

Summary

OneStream is looking for an experienced, hands-on Director to build and run the compensation planning function that powers our sales go-to-market incentive strategy. This role owns the design, modeling, and administration of sales incentive compensation plans, quota structures, and plan issuance for the global sales organization, and is directly responsible for configuring and managing the systems that support them. Job description design, leveling, and On-Target Earnings (OTE) benchmarking are owned by HR; this role provides input and market perspective but does not own those decisions. Commission calculation and payout processing are owned by Accounting; this role partners closely with Accounting on plan mechanics, data, and reconciliation, but is not responsible for running calculations or issuing payouts.

Primary Duties and Responsibilities

• Own end-to-end design of sales incentive compensation plans for quota-carrying reps and first/second-line sales leaders across all segments and geographies, including quota structures, accelerators, SPIFs, MBOs, and leadership multipliers.#
• Translate company revenue goals, GTM strategy, and sales motion into plan mechanics that drive the right selling behaviors.
• Model competing plan design options, stress-test assumptions, and present clear trade-offs and recommendations to senior leadership.
• Partner with HR on job descriptions, leveling, and OTE benchmarking, providing market and plan-design input; final ownership of those decisions sits with HR.
• Build and maintain dynamic financial models to evaluate the cost and ROI of incentive plan designs before deployment.
• Quantify the P&L impact of changes to OTE mix, on-target commission rates, accelerator thresholds, and payout frequency.
• Partner with Finance to incorporate comp cost into headcount planning, annual budgeting, and quarterly forecasting cycles.
• Identify plan risk and overpay exposure, and recommend corrective levers proactively.
• Own the end-to-end annual plan rollout cycle: drafting plan documents, coordinating approvals across HR, Legal, Finance, and Sales leadership, and managing plan issuance and acceptance.
• Maintain a single source of truth for all active compensation plan documents, policies, and amendment history.
• Manage quota-setting timelines and ensure all reps and leaders receive accurate, signed compensation agreements at the start of each plan year and upon role change.
• Handle mid-year plan adjustments, new hire onboarding to plans, and exceptions, with clear documentation and audit trails.