Director, Global Sales Compensation
Remote, US
Sales & Business Development – Sales Operations & Services /
Permanent /
Remote
Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.
At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.
How you’ll make an impact
The Director, Global Sales Compensation oversees the development, execution, and optimization of Xero’s Global Sales Compensation plans to drive exceptional performance across our international markets. This role requires a deep understanding of sales strategies, market dynamics, and a knack for aligning compensation plans with business objectives and systems.
What you’ll do
- Sales Compensation Strategy development, Plan Design and Implementation:
- Develop and implement global sales compensation strategies aligned with business goals, ensuring they incentivize desired behaviors and drive sales performance.
- Design and refine sales compensation plans, including base salary, commissions, bonuses, awards programs and incentives, balancing competitiveness with cost-effectiveness and sales best practices.
- Work in conjunction with PX to ensure plans comply with legal and regulatory requirements across different geographic regions while staying competitive in attracting and retaining top sales talent.
- Performance Analysis and Optimization:
- Drive analytics projects and review sales performance metrics to evaluate the effectiveness of compensation plans and make data-driven recommendations for improvements.
- Continuously optimize compensation structures to motivate sales teams, increase productivity, and drive revenue growth.
- Evaluate our commission business processes end-to-end with an eye toward scalability, streamlining, automation, efficiency gains, data accuracy, and business system controls
- Communication and Training:
- Communicate sales compensation plans effectively to the sales force, ensuring understanding, alignment, and motivation.
- Develop training materials and programs to educate sales teams on compensation structures, motivating them to achieve targets.
- Contribute to and maintain all relevant commission policy documentation and frameworks.
- Collaboration and Stakeholder Management:
- Collaborate with cross-functional teams, including Sales Operations, Finance, PX, and Legal, to ensure seamless execution and alignment of compensation plans with broader company initiatives.
- Partner with regional sales leaders to tailor compensation plans to specific market needs while maintaining consistency with global strategies.
- Leadership
- Develop and lead a team of commissions analysts – providing guidance, mentorship, and career development opportunities.
Success looks like
- You’re constantly improving and evolving our Sales Compensation programs and processes
- You’re building relationships at all levels across the business
- You’re a trusted advisor to our sales teams and contributing to the growth of our sales channel
- You’re delivering on schedule, against agreed deadlines, to the highest quality standards
What you’ll bring with you
- Critical competencies:
- Strategic thinker with a keen business acumen.
- Detail-oriented with strong analytical and problem-solving skills.
- Ability to work collaboratively in a cross-functional environment.
- Strong leadership and people management skills.
- Adaptable and proactive in a fast-paced, changing environment.
- A bias towards action.
- Experience:
- Bachelor's degree in Business Administration, Finance, or related field
- Proven experience (7+ years) in sales compensation design, in a global or multinational setting.
- Strong analytical skills with the ability to interpret sales data and performance metrics.
- Deep understanding of sales processes, incentive structures, and market dynamics.
- Excellent communication, negotiation, and stakeholder management skills.
- Proficiency in compensation software and CRM tools.
- Knowledge of global employment laws and regulations related to compensation.
Why Xero?
Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
