Director, Sales Compensation

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Job Category

Finance

Job Details

About Salesforce

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The Director, GIC Operations Excellence is a senior operational leader responsible for building and leading a new team within Salesforce's Global Incentive Compensation (GIC) organization, purpose-built to drive innovation across incentive compensation operations and processes. This role sits at the intersection of operational strategy, data analytics, AI, and process engineering — and is charged with fundamentally modernizing how GIC Operations works, in order to provide world-class incentive compensation support to a global team of 39k sellers.

This Director will identify, design, and execute improvements to the end-to-end incentive compensation operational lifecycle: eliminating manual work, automating repeatable processes, and building the infrastructure for a faster, more accurate, and more scalable GIC organization. The role requires deep cross-functional collaboration and the ability to move from strategic vision to on-the-ground execution.

Success in This Role Includes

• Leading and growing a high-performing Ops Excellence team that becomes a force multiplier for the broader GIC organization.

• Delivering measurable reductions in manual effort, processing time, and error rates across GIC's core operational workflows.

• Establishing a culture of continuous improvement and innovation that is embedded into how GIC operates day-to-day.

• Becoming a trusted, influential partner to GIC leadership and cross-functional stakeholders (Sales, Sales Ops, Technology, HR, Finance) on operational strategy.

• Championing data and AI as tools that democratize insights and accelerate execution across the GIC team.

Responsibilities

The Director, GIC Operations Excellence will own both the strategic vision and hands-on execution of operational transformation, including:

• Standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model.

• Diagnosing operational friction across GIC's workflows and building a prioritized roadmap of improvement initiatives.

• Partnering deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross-functional teams to align on priorities, resources, and outcomes.

• Bringing a builder's mindset: turning ideas into pilots, pilots into programs, and programs into durable operating infrastructure.

Key Responsibilities

Process Mapping & Optimization

• Lead end-to-end process mapping of GIC's core operational workflows, documenting current-state processes, identifying bottlenecks and redundancies, and designing future-state solutions.

• Partner with functional leaders across GIC to understand pain points, prioritize improvement opportunities, and drive structured problem-solving.

Automation & AI Innovation

• Identify and execute opportunities to automate manual, repetitive, or error-prone processes across the GIC operational lifecycle.

• Champion the use of AI tools — including Agentforce and generative AI — to improve how GIC teams access information, resolve cases, issue plans, and support sellers.

• Partner with GIC's technology and analytics teams to scope, test, and deploy automation and AI solutions.

Data-Driven Decision Making

• Leverage data to quantify operational inefficiencies, set baselines, and measure the impact of improvement initiatives.

• Build reporting frameworks that give GIC leadership real-time visibility into operational health, workload, and process performance.

Cross-Functional Collaboration & Change Management

• Drive alignment across GIC, Sales Operations, Finance, HR, and Technology on process improvement priorities and shared infrastructure investments.

• Lead change management for new tools, processes, and operating models — ensuring adoption is fast, smooth, and well-supported.

• Represent GIC Ops Excellence in senior leadership forums and cross-functional planning discussions.

Team Leadership & Development

• Build, recruit, mentor, and develop a new team of operations and transformation professionals.

• Establish a team culture grounded in curiosity, rigor, and execution — where bold ideas are welcomed and follow-through is expected.

Desired Skills & Experience

• 10+ years of progressive experience in incentive compensation operations, strategy, and/or technology, with meaningful exposure to process transformation and/or technology-enabled change.

• 3+ years of people management or team leadership experience.

• Deep understanding of incentive compensation operations, systems, and/or sales compensation design.

• Demonstrated track record of successfully designing and implementing process improvements that reduced manual effort, improved accuracy, or scaled operational capacity.

• Strong command of process mapping methodologies and a structured approach to problem diagnosis and solution design.

• Experience working with data and analytics tools to drive insights and measure operational performance; familiarity with Tableau or similar BI tools a plus.

• Hands-on experience with or strong interest in AI and automation technologies and how they apply to sales compensation or finance operations.

• Exceptional project management skills with the ability to manage multiple workstreams across complex, cross-functional environments.

• Strong executive communication skills — both written and verbal — with the ability to influence senior stakeholders and translate complex operational concepts into clear narratives.

• Salesforce product experience (Spiff/ICM, Tableau, CRM) is a plus but not required.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.

The typical base salary range for this position is $164,000 - $261,500 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $196,800 - $285,300 annually.

The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.