Director of Global Sales Compensation Strategy Jobs

Instructure

Location:
United States

Category:
Sales

Contract Type:
Not provided

Salary:

190000.00 - 240000.00 USD / Year

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Job Description:

The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT.

Job Responsibility:

Own the global sales compensation strategy and roadmap
Translate corporate priorities into incentive levers that drive GTM outcomes
Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs
Develop new incentive frameworks that improve sales performance
Serve as an advisor to senior GTM and executive leadership
Drive scalable processes/systems and governance between Salesforce.com and the Performio commission system
Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
Conduct market research and competitive analyses to maintain program effectiveness
Manage high-impact compensation projects and process improvements
Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
Oversee plan documentation, approvals, and signatures
Own creation and maintenance of sales compensation training materials
Deliver streamlined sales new hire and ongoing training for sales compensation programs
Own compensation escalations beyond Finance or shared services teams
Lead sales compensation committee to resolve escalations for splits or other commissions

Requirements:

7+ years of sales compensation experience, including leadership responsibility
Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
Experience managing and developing direct reports
Able to set and execute multi-year compensation strategies that support business goals
Global compensation experience, including working across regions and time zones
Strong balance of strategic thinking and attention to detail
Advanced Excel user with strong analytical and modeling skills
Takes full ownership of responsibilities and follows through reliably
Strong communication skills, including presenting insights and recommendations to leadership
BA/BS in an analytical field is a plus
MBA or advanced degree (preferred)

Nice to have:

BA/BS in an analytical field
MBA or advanced degree

What we offer:

Competitive compensation, plus all full-time employees participate in our ownership program
Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December
Comprehensive wellness programs and mental health support
Annual learning and development stipends to support your growth
The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
Motivosity employee recognition program
A culture rooted in inclusivity, support, and meaningful connection
10% annual performance bonus
Participation in Instructure’s exclusive Management Equity Program - a long-term leadership incentive tied to company growth and value creation

Additional Information:

Job Posted:
December 09, 2025

Employment Type:

Fulltime

Work Type:

Remote work

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Director of Global Sales Compensation Strategy