Sales Compensation Design Lead

Skills this role screens for

The company

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

The company

About the team

The Sales Compensation team at Stripe is responsible for the overall compensation strategy, design, and payment administration for the global sales organization. We ensure that our objectives align with the compensation program and that our sales teams are paid accurately and on time. We provide thought leadership for the go-to-market initiatives so that performance and compensation are effectively correlated. The Sales Compensation team partners closely with the revenue-generating and support functions across Stripe to support the success of our sales efforts.

The work

What you'll do

You're a key contributor to the sales compensation program design, implementation, and performance assessment of the sales organization. You'll have high visibility across multiple channels, owning the performance-to-compensation structure for specific sales teams and serving as the subject matter expert for strategic advice and implementation of any compensation programs (including SPIFFs and MBOs) that further align the sales focus with our OKRs.

You're passionate about sales compensation and comfortable working in ambiguous situations to identify optimal solutions for our sales teams to succeed. You have experience working across all levels and functions of an organization (preferably in a high-growth environment) to align our priorities with our sales team's motivation. You bring resilience and the ability to both partner and lead in cross-functional situations. You use analytics and quantitative data to support and evaluate decisions.

The work

Responsibilities

• Lead the annual sales compensation plan design cycle for specific sales teams, including obtaining input and stakeholder approval for the proposed compensation structures
• Implement metrics for the plans that are specific, measurable, and align with company priorities
• Own the rollout and enablement of the compensation plans
• Conduct frequent quantitative measurement of the compensation plan effectiveness and apply learnings to the annual plan design process
• Propose, evaluate, design, and measure the effectiveness of SPIFFs
• Be the main contact for sales leadership to correlate objectives and compensation
• Own, update, and lead the enablement of the sales compensation resources for the sales organization
• Own, update, and lead the enablement of the annual sales credit policies for the sales organization
• Represent the sales compensation impacts in company strategy discussions (e.g., with Product)
• Have an in-depth understanding of the sales function, product priorities, and individual sales team characteristics
• Support the commission calculation close process as needed

Who they want

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Who they want

Minimum requirements

• BS or BA in Business, Finance, Economics, Math, or Statistics
• At least five years of experience in a sales compensation role
• At least two years as a key point of contact with senior Sales, Finance, and HR leadership
• At least three years leading the sales compensation design process
• Experience with Customer Relationship Management (CRM) (e.g., Salesforce) and Incentive Compensation Management (ICM) (e.g., Captivate IQ, Varicent, Xactly) tools
• Experience with reporting tools and Tableau
• Strong logic, problem-solving, and Excel modeling skills
• Very organized and attentive to detail, with excellent prioritization skills that allow you to consistently deliver quality results on time
• Experience working in high-growth, performance-focused environments and administering complex programs
• Ability to forge strong bonds, work collaboratively with, and influence internal partners such as other Sales channels, Finance, and Business Applications

Nice to have

Preferred qualifications

• Experience leveraging AI tools to enhance impact and productivity
• Experience in Sales or Sales Operations roles
• SQL programming experience