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Director of Global Sales Compensation Strategy

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Instructure

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Location:
United States

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Category:
Sales

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Contract Type:
Not provided

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Salary:

190000.00 - 240000.00 USD / Year
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Job Description:

The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT.

Job Responsibility:

  • Own the global sales compensation strategy and roadmap
  • Translate corporate priorities into incentive levers that drive GTM outcomes
  • Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs
  • Develop new incentive frameworks that improve sales performance
  • Serve as an advisor to senior GTM and executive leadership
  • Drive scalable processes/systems and governance between Salesforce.com and the Performio commission system
  • Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
  • Conduct market research and competitive analyses to maintain program effectiveness
  • Manage high-impact compensation projects and process improvements
  • Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
  • Oversee plan documentation, approvals, and signatures
  • Own creation and maintenance of sales compensation training materials
  • Deliver streamlined sales new hire and ongoing training for sales compensation programs
  • Own compensation escalations beyond Finance or shared services teams
  • Lead sales compensation committee to resolve escalations for splits or other commissions

Requirements:

  • 7+ years of sales compensation experience, including leadership responsibility
  • Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
  • Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
  • Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
  • Experience managing and developing direct reports
  • Able to set and execute multi-year compensation strategies that support business goals
  • Global compensation experience, including working across regions and time zones
  • Strong balance of strategic thinking and attention to detail
  • Advanced Excel user with strong analytical and modeling skills
  • Takes full ownership of responsibilities and follows through reliably
  • Strong communication skills, including presenting insights and recommendations to leadership
  • BA/BS in an analytical field is a plus
  • MBA or advanced degree (preferred)

Nice to have:

  • BA/BS in an analytical field
  • MBA or advanced degree
What we offer:
  • Competitive compensation, plus all full-time employees participate in our ownership program
  • Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
  • Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December
  • Comprehensive wellness programs and mental health support
  • Annual learning and development stipends to support your growth
  • The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
  • Motivosity employee recognition program
  • A culture rooted in inclusivity, support, and meaningful connection
  • 10% annual performance bonus
  • Participation in Instructure’s exclusive Management Equity Program - a long-term leadership incentive tied to company growth and value creation

Additional Information:

Job Posted:
December 09, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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