Senior Director, Global Sales Compensation

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.

Skills We’re Looking For

• 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.

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