Director, Head of Incentive Compensation & Execution Excellence

Job description

Overview: The Director of Sales Execution & Enablement is responsible for designing, operationalizing, and driving adoption of incentive compensation programs and field enablement initiatives that improve execution, behavior change, and measurable performance outcomes. This role sits at the intersection of incentive compensation, field enablement, and execution excellence, ensuring that compensation plans and enablement efforts translate into consistent field execution and KPI attainment. The role partners closely with Sales Leadership, Finance, HR, Training, and Field Enablement to align incentives, tools, and coaching with company priorities and frontline execution. Key Responsibilities: • Incentive Compensation Strategy & Execution • Design and manage incentive compensation plans that drive desired field behaviors, execution excellence, and strategic priorities • Translate business goals into clearly defined measures of success, including quantifiable targets and performance metrics • Partner with Finance, HR, Legal, Compliance, and Sales to ensure incentive compensation plans are compliant, scalable, and financially sound • Lead annual and quarterly compensation planning cycles, including scenario modeling and performance forecasting • Own compensation plan communication, field readiness, and ongoing interpretation to ensure clarity and adoption • Ensure enablement efforts tied to incentive compensation are measurable, behavior based, and linked to KPIs • Provide strategic oversight of all incentive and bonus programs to ensure they are executable, motivating, compliant, and fiscally responsible • Lead the accurate and timely execution of incentive compensation plans, including payout calculations, documentation, and governance • Define and drive short and long term solutions for incentive compensation administration, enabling scalable capabilities, tools, and technology to support a growing and increasingly complex field organization; partner with Commercial Enablement, IT, and other internal teams to deliver these solutions • Provide strategic leadership for the Incentive Compensation (IC) and President’s Club (PC) programs in close partnership with field leadership, HR, and Finance • Make data driven recommendations on compensation design and goal setting methodologies, informed by modeling, testing, and validation • Conduct regular IC health checks (e.g., goal attainment and payout distributions, advantaged/disadvantaged segments) to ensure plans perform in line with design objectives • Develop clear, effective materials to communicate plan designs to field teams, including design documents, IC statements, ranking reports, and payout estimators • Define and operationalize leading and lagging KPIs that measure execution quality, adoption, and outcomes • Work closely with Advanced Analytics team to build dashboards and reporting that provide actionable insights at the rep, manager, and leadership levels • Monitor performance trends to identify risks, opportunities, and coaching needs • Translate insights into targeted actions for leaders and frontline managers • Enable frontline managers with coaching frameworks, performance insights, and incentive literacy • Partner with Sales Leadership and training to embed coaching into operating rhythms, e.g., QBRs • Support managers in diagnosing performance issues and reinforcing behaviors tied to incentives and enablement • Promote a culture of continuous improvement, accountability, and data driven coaching Qualifications: • Bachelor’s degree or better • 10+ years of experience in Incentive Compensation, Field Enablement, and / or Commercial Effectiveness • Proven experience designing and operationalizing incentive compensation plans tied to behavior and execution • Strong understanding of sales motions, frontline execution, and manager led coaching • Experience defining and using KPIs to drive adoption and performance change • Ability to translate data into actionable insights • Exceptional stakeholder management and communication skills • Experience leading, coaching, and developing dynamic teams of high performing individuals. • Capable & proven presente