Director, Sales Compensation

Strategic Sales Compensation Leader

We are seeking a strategic, highly analytical, and relationship-focused leader to serve as the primary business partner between our Sales Compensation organization and one of Epsilon's largest strategic partners. This role will own the end-to-end strategy, governance, and execution of the partner's sales compensation and quota programs while coordinating the efforts of Compensation Design, Administration, Systems, and Analytics.

You will serve as the single point of accountability for the partnership, ensuring compensation plans and quota methodologies align with business objectives while delivering operational perfection throughout the annual compensation lifecycle. Success in this role requires the ability to influence senior leaders, translate business strategies into executable compensation programs, and proactively see opportunities to improve plan effectiveness, sales performance, and operational efficiency.

You will operate as both a strategic advisor and hands-on leader, working directly with partner leadership while collaborating across internal functional teams to deliver a world-class compensation experience.

Responsibilities

This is a highly collaborative leadership role requiring a balance of critical thinking, executive relationship management, analytical rigor, and operational execution. You will own the partner relationship from strategy through execution while ensuring alignment across Compensation Design, Administration, Systems, Finance, Revenue Operations, and Sales Leadership.

• Serve as the primary relationship manager between Epsilon Sales Compensation and Connected Media leadership.

• Build trusted relationships with Sales Leadership, Finance, Revenue Operations, HR, and Executive partners.

• Ensure Sales Compensation is engaged early in business planning, organizational changes, and compensation strategy discussions.

• Lead recurring governance meetings, executive business reviews, and strategic planning sessions.

• Drive prioritization of initiatives and coordinate work across internal functional teams.

• Lead the design, review, and continuous improvement of sales compensation plans aligned to partner business objectives.

• Partner with leadership to evaluate new sales motions, products, organizational changes, and incentive opportunities.

• Translate business requirements into scalable and operationally executable compensation plans.

• Ensure governance, compliance, and financial alignment throughout the compensation design process.

• Provide executive recommendations supported by financial and performance analysis.

• Lead the annual quota planning process in partnership with Sales Leadership and Finance.

• Develop and maintain quota methodologies supporting both team-based and influencer-based selling models.

• Validate quota allocations and ensure alignment with market opportunity, organizational strategy, and revenue objectives.

• Evaluate quota effectiveness and recommend adjustments based on performance trends and business changes.

• Develop executive-level analysis measuring compensation effectiveness, quota health, payout trends, attainment distributions, and sales performance.

• Find opportunities to improve sales productivity through data-driven insights and recommendations.

• Present findings and strategic recommendations to senior leadership.

• Establish key performance metrics that measure the effectiveness of compensation and quota programs.

• Provide strategic oversight to the dedicated Compensation Administration team supporting the partner.

• Perform final review of compensation calculations and payout recommendations prior to partner approval.

• Ensure operational excellence through strong governance, quality controls, and service level execution.

• Partner with Compensation Systems to prioritize enhancements, automation opportunities, and process improvements.

• Lead all compensation and quota-related communications, enablement, and training initiatives.

• Develop materials supporting annual plan rollouts, quota launches, and ongoing process improvements.

• Drive organizational adoption of new compensation programs and operational processes.

Qualifications

• Bachelor's degree in Business, Finance, Economics, Accounting, or a related field (or equivalent experience).

• 10+ years of experience in Sales Compensation, Sales Operations, Revenue Operations, Finance, or related fields.

• 5+ years of experience leading teams and influencing senior business leaders.

• Deep expertise in sales compensation design, incentive governance, and quota methodologies.

• Strong analytical skills with experience evaluating compensation effectiveness, sales performance, and financial outcomes.

• Experience developing executive-level presentations and business recommendations.

• Experience working cross-functionally with Finance, Sales, HR, Revenue Operations, and Technology teams.

• Strong project management and organizational leadership skills.

• Exceptional executive communication and team member management capabilities.

• Experience supporting strategic enterprise clients or partner organizations.

• Expertise in compensation strategy across multiple sales organizations or business units.

• Experience designing compensation plans supporting team selling and influencer-based sales models.

• Strong background in quota planning, territory strategy, and sales performance analytics.

• Experience with compensation platforms such as Xactly, Varicent, CaptivateIQ, SAP Commissions, or similar technologies.

• Experience with Salesforce, Tableau, Power BI, or enterprise analytics platforms.

• MBA or sophisticated business degree.

• Demonstrated success building long-term executive partnerships while leading ground-breaking compensation initiatives.

• Experience in a high-growth tech or digital media company.

When You Join Us, We'll Create Something EPIC Together

Epsilon is a global data, technology and services company that powers the marketing and advertising ecosystem. For decades, we've provided marketers from the world's leading brands the data, technology and services they need to engage consumers with 1 View, 1 Vision and 1 Voice. 1 View of their universe of potential buyers. 1 Vision for engaging each individual. And 1 Voice to harmonize engagement across paid, owned and earned channels.

Epsilon's comprehensive portfolio of capabilities across our suite of digital media, messaging and loyalty solutions bridge the divide between marketing and advertising technology. We process 400+ billion consumer actions each day using advanced AI and hold many patents of proprietary technology, including real-time modeling languages and consumer privacy advancements. Thanks to the work of every employee, Epsilon has been consistently recognized as industry-leading by Forrester, Adweek and the MRC. Epsilon is a global company with more than 9,000 employees around the world.

Our pillars aren't just words. They're how we show up every day.

• People centricity: We focus on employee well-being in an environment where colleagues truly care about each other.
• Collaboration: We work together, support one another, and collectively achieve goals.
• Growth: There are endless opportunities for growth through learning, development and career advancement.
• Innovation: We drive progress through modern solutions and forward-thinking approaches.
• Flexibility: We've created a balance between work and personal life, and we encourage adaptability to solve problems creatively.

Our values guide us to bring value for our clients, our people and consumers.

• Act with integrity
• Work together to win together
• Innovate with purpose
• Respect all voices
• Empower with accountability

These pillars and values are our foundation—shaping our culture, guiding our decisions, and uniting us in common purpose.

Because You Matter

As an Epsilon employee, you deserve perks and benefits that put you, your family and your finances first. Our benefits encompass a wide range of offerings, including but not limited to the following:

• Time to Recharge: Flexible time off (FTO), 15 paid holidays
• Time to Recover: Paid sick time
• Family Well-Being: Parental/new child leave, childcare & elder care assistance, adoption assistance
• Extra Perks: Comprehensive health coverage, 401(k), tuition assistance, commuter benefits, professional development, employee recognition, charitable donation matching, health coaching and counseling

Epsilon benefits are subject to eligibility requirements and other terms.

Epsilon is an Equal Opportunity Employer. Epsilon's policy is not to discriminate against any applicant or employee based on actual or perceived race, age, sex or gender (including pregnancy), marital status, national origin, ancestry, citizenship status, mental or physical disability, religion, creed, color, sexual orientation, gender identity or expression (including transgender status), veteran status, genetic information, or any other characteristic protected by applicable federal, state or local law. Epsilon also prohibits harassment of applicants and employees based on any of these protected categories. Epsilon will provide accommodations to applicants needing accommodations to complete the application process. Please get in touch with View email address on click.appcast.io to request an accommodation.