Sales Compensation Director
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Job Location:
San Francisco, CA - USA
Yearly Salary:
$ 190000 - 250000
Posted on:
9 hours ago
Vacancies:
1 Vacancy
Job Summary
About Glean:
Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industrys most advanced enterprise search has evolved into a full-scale Work AI ecosystem powering intelligent Search an AI Assistant and scalable AI agents on one secure open platform. With over 100 enterprise SaaS connectors flexible LLM choice and robust APIs Glean gives organizations the infrastructure to govern scale and customize AI across their entire business - without vendor lock-in or costly implementation cycles.
At its core Glean is redefining how enterprises find use and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people content and activity delivering deeply personalized context-aware responses for every employee. This foundation powers Gleans agentic capabilities - AI agents that automate real work across teams by accessing the industrys broadest range of data: enterprise and world structured and unstructured historical and real-time. The result: measurable business impact through faster onboarding hours of productivity gained each week and smarter safer decisions at every level.Recognized by Fast Company as one of the Worlds Most Innovative Companies (Top 10 2025) by CNBCs Disruptor 50 Bloombergs AI Startups to Watch (2026) Forbes AI 50 and Gartners Tech Innovators in Agentic AI Glean continues to accelerate its global impact. With customers across 50 industries and 1000 employees in more than 25 countries were helping the worlds largest organizations make every employee AI-fluent and turning the superintelligent enterprise from concept into reality.
If youre excited to shape how the world works youll help build systems used daily across Microsoft Teams Zoom ServiceNow Zendesk GitHub and many more - deeply embedded where people get things done. Youll ship agentic capabilities on an open extensible stack with the craft and care required for enterprise trust as we bring Work AI to every employee in every company.About the Role:
Glean is seeking a Sales Compensation Director to join our GTM Strategic Finance team and partner with our GTM is a highly visible strategic role that combines deep analytical expertise with strong business partnership. You will own the end-to-end lifecycle of sales compensationfrom annual planning and design through monthly administration forecasting and optimizationwhile serving as the trusted advisor on all compensation-related matters.
You will:
- Lead the annual compensation plan design process in partnership with Sales Strategy Revenue Operations and Finance leadership to ensure plans align with business objectives and drive desired behaviors
- Design and model quota structures accelerator rates attainment curves and payment mechanisms to balance motivation and alignment to GTM strategy with financial targets
- Monitor plan effectiveness throughout the year and recommend mid-year adjustments or modifications to optimize performance
- Manage the end-to-end administration of incentive compensation plans including commission calculations quota tracking draws MBOs and SPIFFs
- Ensure accuracy and timeliness of all commission payouts in accordance with plan documents and company policies
- Own the monthly commissions accrual process partnering with Accounting to provide accurate inputs and explaining key variance drivers to Finance leadership
- Maintain comprehensive documentation of compensation plans policies and procedures to support SOX compliance and audit requirements
- Oversee resolution of compensation-related inquiries and disputes providing clear explanations and documentation
- Lead the implementation and optimization of incentive compensation management (ICM) platforms such as Xactly CaptivateIQ or Everstage
- Ensure data integrity and system accuracy within compensation platforms and integrations with CRM ERP and related systems
- Identify opportunities to streamline and automate compensation processes reducing manual effort while improving accuracy and enhancing the employee experience
- Distill complex compensation topics into clear executive-level presentations and communications
About you:
- 8 years of progressive experience in GTM Sales Compensation at high-growth SaaS or enterprise software companies
- Demonstrated expertise in sales compensation design including quota structures accelerators attainment curves and financial modeling
- Strong track record of managing complex commission calculations and ensuring data accuracy in compensation operations
- Expert-level proficiency in building robust financial models in Excel and Google Sheets including advanced formulas pivot tables and scenario analysis
- Advanced understanding of commissions-related accounting principles including revenue recognition capitalization amortization and cash flow impacts
- Experience with incentive compensation management software (e.g. Xactly CaptivateIQ Everstage)
- Exceptional analytical and problem-solving skills with sound judgment to address complex compensation scenarios
- Excellent communication and storytelling abilities to translate complex technical topics into clear compelling narratives for executive audiences
- Strong project management and stakeholder management skills across cross-functional teams
- High attention to detail balanced with strategic thinking and business acumen
- Ability to thrive in a fast-paced dynamic environment while managing multiple priorities and consistently meeting deadlines
- Bachelors degree in Finance Accounting Economics or related business field required
- Willingness to relocate to the Bay Area and work 4 days a week in the office
- Strong SQL skills to query and analyze data from CRM ERP and data warehouse systems
- Proficiency with business intelligence tools (e.g. Looker Tableau Power BI) and CRM systems (e.g. Salesforce)
- Experience with consumption-based or usage-based pricing models and associated compensation structures
- Direct experience leading ICM platform implementations
Location:
- This role is hybrid (4 days a week in the San Francisco office)
Compensation and Benefits
The compensation range for this role is $190000-$250000 per year. Compensation offered will be determined by factors such as location level job-related knowledge skills and experience. Certain roles may be eligible for variable compensation equity and benefits.
We offer a comprehensive benefits package including competitive compensation Medical Vision and Dental coverage generous time-off policy and the opportunity to contribute to your 401k plan to support your long-term goals. When you join youll receive a home office improvement stipend as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events and provide healthy lunches daily to keep you fueled and focused.
We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. Were committed to an inclusive and diverse company. We do not discriminate based on gender ethnicity sexual orientation religion civil or family status age disability or race.
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Required Experience:
Director
Key Skills
- Business Development
- Sales Experience
- Direct Sales
- Marketing
- SAAS
- Hotel Experience
- Management Experience
- Revenue Management
- Salesforce
- Sales Management
- Enterprise Sales
- negotiation
About Company
Glean was created to deliver healthy and fresh foods - made directly from fruits and vegetables - into your hands! Sweet Potato Flour & Pumpkin Flour now available. Our team is made up of a handful of passionate people who have worked in food and agriculture most of their careers - ... View more
