Senior Director, Global Sales Compensation

Fivetran, Inc.; San Francisco (CA); Hybrid; USD 221,116 - 276,395; Full time

Benefits offered by this job

Medical Insurance

PTO + sick time

Professional development

Cell phone stipend

Mental health support

Job summary

Fivetran, Inc. is hiring a Senior Director, Sales Compensation & Strategy to lead global compensation governance and operations for our GTM motion. You will report to the VP, Finance & Strategy and partner with Sales, RevOps, HR, Legal, and Finance.

A hands-on leader, you will drive incentive designs through a data-driven approach and coach the team. You will own global compensation programs, drive AI-enabled efficiency, and ensure ASC 606 compliance.

Qualifications

• 15+ years of experience in sales compensation or sales strategy, including hands-on global incentive programs.
• Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales.
• Strong stakeholder management and ability to advise C-suite.

Responsibilities

• Lead global sales incentive planning and design, translating strategy into field behavior.
• Architect compensation plans for consumption/usage-based pricing across segments.
• Integrate plans across merged GTM motions post-merger.
• Advise GTM and Finance leadership with data-driven tradeoffs.
• Own and modernize the ICM system and governance with AI automation.
• Build and mentor a high-performing Sales Compensation team.
• Establish governance, SOX controls, and audit processes for IPO readiness.
• Design analytics, ROI modeling, and plan-change recommendations.

Skills

Sales compensation

Sales strategy

GTM motion

Stakeholder management

C-suite advisory

SQL

Excel

BI tools

Plan design

Leadership

Tools

Xactly

CaptivateIQ

ICM platforms

SQL

Job description

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About Us

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

We are hiring a Senior Director, Sales Compensation & Strategy to lead our global compensation governance and operations for our GTM motion. This role is for someone who values clear ownership, operational excellence, and long term thinking. You will report to the VP, Finance & Strategy and partner closely with Sales, RevOps, HR, Legal, and Finance. We expect a hands-on leader who is as comfortable driving incentive designs through a data driven approach as they are coaching the team and influencing executive decisions.

What You’ll Do

• Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behavior.
• Architect and implement compensation plans for consumption/usage-based pricing models across Enterprise, Commercial, and Channel sales.
• Lead the design and integration of sales compensation plans across the Fivetran and dbt GTM motions, harmonizing crediting, quota, and plan mechanics into a unified framework post-merger.
• Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee.
• Own the incentive compensation management (ICM) system of record and modernize operations through AI automation, governance, and scalable execution.
• Build and lead a high-performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
• Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, and SOX-ready controls to support IPO readiness and external audits.
• Design, run, and report plan effectiveness analytics, attribution, and ROI modeling; propose and implement plan changes based on rigorous analysis.
• Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
• Partner cross-functionally to ensure compensation programs are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.
• 15+ years of experience in sales compensation or sales strategy, including significant hands-on experience designing and operating global incentive programs at enterprise scale.
• Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
• Proven experience with consumption or usage-based pricing models and how to translate them into effective incentive plans.
• Strong technical command of Xactly, CaptivateIQ, or comparable ICM platforms, plus advanced modeling skills in SQL, Excel, and BI tools.
• Exceptional analytical rigor with experience running complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling under ASC 606.
• Experience operating in a pre-IPO or newly public environment, with familiarity building SOX-compliant compensation controls and supporting external audits.
• Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.

Bonus Skills

• Direct experience at a high-growth SaaS company undergoing product or pricing transformation.
• Experience harmonizing compensation programs across acquired entities or merged go-to-market motions.
• Hands-on experience integrating AI or automation to improve compensation transparency and forecasting.
• Familiarity with international pay compliance and tax considerations for variable pay.

#LI-HYBRID

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Pay Range

$221,116 — $276,395 USD

Perks and Benefits

• 100% employer-paid medical insurance*
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don\'t hesitate to submit your request by filling out this form . We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.