Vice President of Global Sales Compensation, Planning & Performance

The VP of Global Sales Compensation, Planning and Performance:

• Leads the sales planning effort of developing sales coverage, territories, quotas, contributing to the overall business and sales planning

• Develops and administers the compensation policy and sales compensation process

• Builds a reporting and analytics framework to drive sales productivity and excellence 

This high-impact role reports to our SVP of Global Commercial Operations and works closely with cross-functional teams, including Executive Sales leadership, Sales Enablement, Finance, Accounting, Sales Operations, IT and HR. This is a mission-critical role that ushers Workiva through its next phase of growth by influencing sales strategy and driving sales performance. The ideal candidate will possess a deep understanding of sales planning and compensation strategies, combined with the ability to lead transformational initiatives that align with our business objectives.

What You’ll Do

• Lead the sales planning effort to determine sales roles, coverage model, territories, quotas and annual plan design, with input from sales leadership and cross-functional stakeholders and aligned to Workiva’s corporate goals and strategies.

• Contribute to the overall Workiva business planning process including recommendations to senior executives and alignment with Finance, Marketing and Solution Management.

• Deliver Enterprise Reporting to the Executive Leadership team and all key stakeholders.  Proactively identify sales performance gaps, create a reporting and analytics framework to evaluate sales performance and align with Sales Enablement to drive sales productivity. 

• Design and maintain reporting to plan participants and cross-functional stakeholders on plan payouts, cost and payout benchmarking, and overall plan performance.  Develop best-in-class terms and conditions, policies, escalation mechanisms, dispute arbitration, ensuring accurate, timely and reliable plan administration.

• Manage the bi-weekly sales forecasting process, with continuous improvement in forecast accuracy, deal progression, and pipeline health.

• Govern global customer account management, rules of engagement and split process

• Partner with leadership to address disputes regarding commissions, account ownership, rules of engagement, and opportunity splits; resolve issues directly with plan participants and their management

• Own the relevant components of the sales tech stack, including Xactly ICM and Forecasting  

What You’ll Need

Minimum Qualifications

• 15+ years of sales compensation experience

• Experience in SaaS sales industry

• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• MBA or Master’s Degree

• 10 years of people management experience including second line management with a track record of driving organizational change and improvement

• Knowledge of Xactly platform or other sales planning and compensation software

•  Demonstrated ability to engage with executives to define sales strategies, and plan all aspects of executing these strategies

• Keen understanding of the levers that impact sales performance, and the ability to align sales leadership and other stakeholders to drive sales excellence.

• Exceptional analytical skills with a data-driven approach to decision-making.

• Demonstrated ability to collaborate well with employees at all levels of the organization and across function

• Positive work style, focus on getting things done, and a strong desire to learn and grow

Travel and Working Conditions

• Up to 20% travel

• Reliable internet access for remote work

How You’ll Be Rewarded

✅ Salary range in the US: $244,000.00 - $317,000.00

✅ A discretionary bonus typically paid annually

✅ Restricted Stock Units granted at time of hire

✅ 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Workiva is an Equal Employment Opportunity and Affirmative Action Employer.  We believe that great minds think differently.  We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
 

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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