Senior Director - Product Management - Field Incentives

Senior Director - Product Management For Incentive Compensation

ZS is a place where passion changes lives. As a management consulting and technology firm focused on improving life and how we live it, we transform ideas into impact by bringing together data, science, technology and human ingenuity to deliver better outcomes for all. Here you'll work side-by-side with a powerful collective of thinkers and experts shaping life-changing solutions for patients, caregivers and consumers, worldwide. ZSers drive impact by bringing a client-first mentality to each and every engagement. We partner collaboratively with our clients to develop custom solutions and technology products that create value and deliver company results across critical areas of their business. Bring your curiosity for learning, bold ideas, courage and passion to drive life-changing impact to ZS.

ZAIDYN is ZS' high growth product portfolio covering Commercial, Medical, Patient Engagement and Clinical verticals. The product is used by Top 25 Large Pharma and Emerging Pharma and deployed to hundreds of thousands of Sales Reps across 100+ countries. ZS has been a pioneer in several areas with 40+ years of history and a strong reputation.

Incentive compensation (IC) is one of the largest and most consequential commercial functions in Large Pharma, managing $1.5B+ in annual payouts across hundreds of plans and tens of thousands of sales reps. It is also one of the functions most ripe for transformation using Agents.

We are building the next generation of IC products with agentic AI at the core. This role owns the product vision, roadmap, and agentic strategy for the current products and the future one, with direct executive sponsorship and visibility.

Product vision & strategy

• Own the multi-year product vision and roadmap for the IC product line spanning plan design, operations, and field support.
• Translate IC industry trends into product bets – for example benchmarking shifts, MBO adoption, specialty and rare disease dynamics.
• Make explicit build, buy, and partner decisions for every major capability area, including where we differentiate from established competitors and emerging players.
• Own the product P&L view along with the Commercial Operations GM. Track typical SaaS metrics for products such as ARR, gross margin, win rate, retention, expansion. Provide the product view of what drives growth in QBRs and other reviews.

Agentic AI strategy and roadmap

• Define the agentic product strategy and roadmap for Field Incentives. Inventory the jobs to be done across plan design, operations, and reporting. Prioritize agent build sequence based on FTE impact, repetitiveness, data readiness, governance risk, and customer pull.
• Partner with AI and data engineering to translate IC workflows into agent specifications: tool definitions, data access patterns, context, evaluation harnesses, and traces/ audit trails.
• Identify and lead the highest-leverage agent initiatives across field inquiry, sales crediting, eligibility and roster management, data prep and reconciliation, plan refinement, and goal-setting.
• Define agent success metrics (deflection rate, accuracy, cycle-time reduction, FTE-hours saved, customer NPS) and instrument the platform to measure them in production.
• Stay current on the agentic AI frontier such as foundation model capability shifts, tool-use patterns, evaluation methods, and the agent product moves of competitors.

Customer, market & execution

• Spend significant time with IC leaders, and operations of our Top pharma customers. Run structured discovery on the highest pain workflows.
• Build and run a customer advisory board of IC and commercial operations executives to pressure-test the roadmap and pre-validate launches.
• Represent the product externally at ZS and industry events, and in analyst briefings.
• Lead a team of 5 - 7 product managers. Hire, coach, and develop the next generation of IC product leaders.
• Partner deeply across engineering, design, customer success, and GTM teams to ship and adopt new capabilities on a predictable cadence.
• Own pricing, packaging, and go-to-market positioning for IC capabilities, including how agent-enabled features are bundled and monetized.
• What you'll bring:

• MBA, advanced quantitative degree, or equivalent practical experience
• Incentive compensation domain expertise
• 15+ years overall experience with 5+ years in life sciences incentive compensation as a practitioner, consultant, or (ideally) product leader, with hands-on experience across all major plan components.
• Strong familiarity with the IC vendor landscape and how Life Sciences actually operates IC in practice.
• Working knowledge of LS commercial data foundations - Rx (TRx/NRx/NBRx), claims, specialty pharmacy, sample data, alignment files, and systems integration patterns.
• Familiarity with the IC benchmarks that matter to customers such as pay mix by team type and therapy area, MBO weighting, pay-curve caps, meaningful engagement rate, and budget utilization.
• Product management
• 8+ years of B2B SaaS or enterprise-software product management, with at least 3 years at Director level or above, ideally in life sciences or healthcare verticals.
• Proven track record of shipping enterprise products from vision through GA with measurable client success outcomes: adoption, retention, expansion, NPS/CSAT.
• Strong product fundamentals: Discovery, prioritization, roadmap communication, user research, metric design, and stakeholder alignment in a matrixed environment.
• Experience leading platform or multi-product portfolios, not just a single point product.
• Agentic AI fluency
• Deep understanding of how agents are built across tool use, retrieval, agent orchestration, evaluation harnesses, and the strengths and limits of current foundation models.
• Pragmatic perspective on where agents work, where they don't, and how to design human-in-the-loop workflows for high-stakes regulated environments (SOX, GxP, audit).
• Active knowledge of the agentic AI ecosystem. You follow what frontier models are building and how the harnesses and frameworks are evolving.
• Leadership & communication
• Proven people leader of high-performing product teams with a strong record of hiring, coaching, and retaining senior product talent.
• Executive presence: Able to brief VP+ client leaders, present at industry forums, and influence at the board level.
• Exceptional written communication. Writes clear PRDs, strategy docs, and customer-facing narratives.
• High judgment under ambiguity. Comfortable making sequential decisions with incomplete information.
• Undergraduate degree in CS, Math, Technical domain or Finance. Strong analytical and mathematical foundation.
• Experience launching AI Agents or Agent powered product into the life sciences market preferred.
• Conference speaker or published author on IC, sales effectiveness, or applied AI in life sciences preferred.
• Fluency in English
• Client-first mentality
• Intense work ethic
• Collaborative spirit and problem-solving approach

How you'll grow:

• Cross-functional skills development & custom learning pathways
• Milestone training programs aligned to career progression opportunities
• Internal mobility paths that empower growth via s-curves, individual contribution and role expansions

Perks & Benefits:

At ZS, your growth matters. We offer a comprehensive total rewards package that supports your health and well-being, financial future, time away, and professional development. With robust skills-building programs, multiple career progression paths, internal mobility, and a deeply collaborative culture, you'll have the opportunity to do meaningful work, expand your capabilities, and thrive as part of a global community. For details on total rewards in United States, visit ZS US office locations | Where we work | ZS.

Hybrid working model:

We are committed to giving our employees a flexible and connected way of working. A flexible and connected ZS allows us to combine work from home and on-site presence at clients/ZS offices for the majority of our week. The magic of ZS culture and innovation thrives in both planned and spontaneous face-to-face connections.

Travel:

Travel is a requirement at ZS for client facing ZSers; business needs of your project and client are the priority. While some projects may be local, all client-facing ZSers should be prepared to travel as needed. Travel provides opportunities to strengthen client relationships, gain diverse experiences, and enhance professional growth by working in different environments and cultures.

Considering applying?

At ZS, we honor the visible and invisible elements of our identities, personal experiences