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.