# Incentive Compensation Design Lead

**Company**: Workday
**Location**: Bay Area, CA
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $207,000 USD - $310,600 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://workday.wd5.myworkdayjobs.com/en-US/Workday/job/USACAHome-Office-Bay-Area/Director--Sales-Compensation-Strategy_JR-0110856?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_59ed3b31-96c

## Description

We're seeking an Incentive Compensation Design Lead to join our GTM Incentive Compensation team. As a leader in this role, you will design and deliver innovative, data-driven incentive compensation plans that align performance and pay to Workday's strategic objectives and drive sustainable revenue growth.

**Key Responsibilities:**

- Lead end-to-end design of annual and in-year compensation plans for direct sellers and overlay roles.

- Align compensation structures with Workday's GTM priorities, including new business, expansion, retention, and AI offerings.

- Design pay curves, accelerators, and performance levers that incent the right behaviors while managing financial risk.

- Partner with Finance and Revenue Operations on quota-setting methodology and deployment.

- Ensure compensation mechanics align with territories, quotas, and fiscal planning.

- Support governance processes for true-ups, exceptions, and complex deals.

- Identify sales performance gaps and design targeted incentives such as SPIFFs and pilots.

- Measure incentive effectiveness and iterate based on data and results.

- Build and maintain compensation analytics to model outcomes before rollout and monitor performance during the year.

- Own dashboards that track attainment, payouts, risk, and variance.

- Partner with data teams to ensure reliable and scalable compensation data infrastructure.

- Play a key role in Workday's Compensation Governance processes.

- Act as a trusted advisor to senior leaders in Sales, Finance, and Revenue Operations.

- Translate complex compensation concepts into clear, actionable insights.

- Continuously improve processes across the full sales comp lifecycle.

- Partner with activation teams to land compensation enablement and change management for the global Sales team.

- Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts.

**Requirements:**

- Minimum of 10 years' experience in sales or GTM functions.

- Minimum of 8 years in sales compensation plan design (annual and in-year) for direct sellers and overlay roles.

- Minimum of 3 years managing people.

- Strong executive communication and advisory skills, with the ability to simplify complex compensation mechanics for senior leadership.

- Proficiency in directing analytical and AI adoption initiatives.

- Deep knowledge of compensation and quota governance frameworks.

- Experience architecting new metrics, including for consumption and AI monetization models.

**What We Offer:**

- Annualized base salary ranges: $207,000 USD - $310,600 USD for the primary location, and $174,800 USD - $310,600 USD for additional US locations.

- Total compensation package, including bonus plan or role-specific commission/bonus, and annual refresh stock grants.

- Comprehensive benefits.

- Flexible work approach, combining in-person time and remote work.

**How to Apply:** If you're interested in this opportunity, please submit your application through Workday Careers.

## Skills

### Required
- sales compensation plan design
- analytical skills
- AI adoption initiatives
- compensation governance frameworks

### Nice to have
- experience architecting new metrics
- consumption and AI monetization models
- Executive Steering Committee meetings

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Source: [Apply at workday.wd5.myworkdayjobs.com](https://workday.wd5.myworkdayjobs.com/en-US/Workday/job/USACAHome-Office-Bay-Area/Director--Sales-Compensation-Strategy_JR-0110856?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)