Director, Sales Compensation

Director, GIC Operations Excellence

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The Director, GIC Operations Excellence is a senior operational leader responsible for building and leading a new team within Salesforce's Global Incentive Compensation (GIC) organization, purpose-built to drive innovation across incentive compensation operations and processes. This role sits at the intersection of operational strategy, data analytics, AI, and process engineering — and is charged with fundamentally modernizing how GIC Operations works, in order to provide world-class incentive compensation support to a global team of 39k sellers.

This Director will identify, design, and execute improvements to the end-to-end incentive compensation operational lifecycle: eliminating manual work, automating repeatable processes, and building the infrastructure for a faster, more accurate, and more scalable GIC organization. The role requires deep cross-functional collaboration and the ability to move from strategic vision to on-the-ground execution.

Success in This Role Includes:

• Leading and growing a high-performing Ops Excellence team that becomes a force multiplier for the broader GIC organization.
• Delivering measurable reductions in manual effort, processing time, and error rates across GIC's core operational workflows.
• Establishing a culture of continuous improvement and innovation that is embedded into how GIC operates day-to-day.
• Becoming a trusted, influential partner to GIC leadership and cross-functional stakeholders (Sales, Sales Ops, Technology, HR, Finance) on operational strategy.
• Championing data and AI as tools that democratize insights and accelerate execution across the GIC team.

Responsibilities:

• Standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model.
• Diagnosing operational friction across GIC's workflows and building a prioritized roadmap of improvement initiatives.
• Partnering deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross-functional teams to align on priorities, resources, and outcomes.
• Bringing a builder's mindset: turning ideas into pilots, pilots into programs, and programs into durable operating infrastructure.

Key Responsibilities:

• Process Mapping & Optimization
• Lead end-to-end process mapping of GIC's core operational workflows, documenting current-state processes, identifying bottlenecks and redundancies, and designing future-state solutions.
• Partner with functional leaders across GIC to understand pain points, prioritize improvement opportunities, and drive structured problem-solving.
• Automation & AI Innovation
• Identify and execute opportunities to automate manual, repetitive, or error-prone processes across the GIC operational lifecycle.
• Champion the use of AI tools — including Agentforce and generative AI — to improve how GIC teams access information, resolve cases, issue plans, and support sellers.
• Partner with GIC's technology and analytics teams to scope, test, and deploy automation and AI solutions.
• Data-Driven Decision Making
• Leverage data to quantify operational inefficiencies, set baselines, and measure the impact of improvement initiatives.
• Build reporting frameworks that give GIC leadership real-time visibility into operational health, workload, and process performance.
• Cross-Functional Collaboration & Change Management
• Drive alignment across GIC, Sales Operations, Finance, HR, and Technology on process improvement priorities and shared infrastructure investments.
• Lead change management for new tools, processes, and operating models — ensuring adoption is fast, smooth, and well-supported.
• Represent GIC Ops Excellence in senior leadership forums and cross-functional planning discussions.
• Team Leadership & Development
• Build, recruit, mentor, and develop a new team of operations and transformation professionals.
• Establish a team culture grounded in curiosity, rigor, and execution — where bold ideas are welcomed and follow-through is expected.

Desired Skills & Experience:

• 10+ years of progressive experience in incentive compensation operations, strategy, and/or technology, with meaningful exposure to process transformation and/or technology-enabled change.
• 3+ years of people management or team leadership experience.
• Deep understanding of incentive compensation operations, systems, and/or sales compensation design.
• Demonstrated track record of successfully designing and implementing process improvements that reduced manual effort, improved accuracy, or scaled operational capacity.
• Strong command of process mapping methodologies and a structured approach to problem diagnosis and solution design.
• Experience working with data and analytics tools to drive insights and measure operational performance; familiarity with Tableau or similar BI tools a plus.
• Hands-on experience with or strong interest in AI and automation technologies and how they apply to sales compensation or finance operations.
• Exceptional project management skills with the ability to manage multiple workstreams across complex, cross-functional environments.
• Strong executive communication skills — both written and verbal — with the ability to influence senior stakeholders and translate complex operational concepts into clear narratives.
• Salesforce product experience (Spiff/ICM, Tableau, CRM) is a plus but not required.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what's possible — for yourself, for AI, and the world.