Director of Sales Compensation – Revenue Reporting

• Own compensation plan design and administration across multiple sales roles and product lines
• Lead annual compensation planning from modeling and plan architecture through stakeholder review, Legal approval, and distribution
• Own CaptivateIQ configuration, automated commission calculations, data integrity, dashboards, attainment reporting, and platform optimization
• Partner with Finance to transition manual commission and rate-modeling processes into CaptivateIQ
• Build financial models for compensation expense, rate changes, quota adjustments, accelerators, incentives, and senior-level compensation packages
• Partner with Finance and Sales leadership on quota setting, territory revenue potential, attainment distribution, forecasting, and comp-to-revenue analysis
• Resolve commission disputes, retroactive corrections, rate changes, and exceptions
• Manage compensation governance across Finance, Legal, HR, and Sales leadership
• Standardize compensation plans and processes, including guarantees, ramp schedules, templates, offer-letter alignment, and policies
• Improve monthly revenue reporting and attribution across data partners
• Build leadership reporting on attainment, projected payouts, variable compensation accruals, plan performance, and financial risk
• Establish a scalable compensation operating model with cross-functional reviews, rep transparency, and plan-effectiveness analysis
• Standardize monthly data usage reports from LiveRamp, Throtle, iHeart, TransUnion, and other partners

Requirements

• 5+ years of experience in sales compensation, Sales Operations, or Revenue Operations
• Direct ownership of commission plan design and administration
• Hands-on CaptivateIQ experience required, ideally including building or significantly configuring an instance
• Strong financial modeling skills
• Ability to build scenario models from scratch in Excel or Google Sheets
• Experience with revenue-based commission structures tied to recognized revenue and quota attainment
• Experience designing and administering multiple compensation plans across roles, products, or sales motions
• Experience writing and managing compensation plan documents through Legal review and approval
• Strong cross-functional skills across Finance, Legal, HR, Sales, and executive leadership
• Experience building or improving compensation processes in a high-growth environmentHealthcare, pharmaceutical, or ad tech experience is a plus
• Experience designing compensation for new product launches is a plus
• SQL proficiency or interest in developing it is a plus
• Ability to communicate recommendations clearly to Sales and Finance leadership

Core Competencies

Demonstrates expertise in compensation plan design and administration, with strong financial modeling capabilities and hands-on experience in CaptivateIQ. Proven ability to collaborate cross-functionally with Finance, Legal, and Sales leadership to optimize compensation processes and reporting.

Highest-signal resume keywords

• CaptivateIQ Configuration
• Financial Modeling
• Sales Compensation Design
• Cross-Functional Collaboration
• Revenue Operations Experience

ATS Optimization Keywords

Hard Skills

• Compensation Plan Design
• Financial Modeling
• Excel Proficiency
• Google Sheets Proficiency
• SQL Proficiency
• Commission Structures
• Data Integrity Management
• Compensation Governance
• Scenario Modeling
• Compensation Process Improvement

Soft Skills

• Clear Communication
• Stakeholder Management
• Problem Resolution

Industry Keywords

• Sales Operations
• Revenue Operations
• Healthcare
• Pharmaceutical
• Ad Tech

Tools & Technologies

• CaptivateIQ
• LiveRamp
• Throtle
• IHeart
• TransUnion