Sales Compensation Program Lead, Associate Director

Sales Compensation Program Lead, Associate Director

Leads the Sales Incentive Compensation program for the EY Sales & Strategic Pursuits Organization. Will manage a pilot program and full launch of Sales Incentive Comp over the next two years. In this role, will also serve as the strategic liaison between Sales leadership, the Sales Incentive Comp Governance Team, and Firm leadership, ensuring that compensation plans align with sales objectives and drive optimal sales behaviors and that the process is implemented and executed successfully.

The opportunity

This role is responsible for managing and providing insights on sales productivity, pipeline performance, and sales quota attainment while optimizing sales compensation (variable comp) processes for the S&SP Organization, made up of ~200 Sales Executives, growing to ~300 over 2-3 years.

Your Key Responsibilities:

• Act as the primary liaison between sales leadership, the governance team, and leadership, ensuring incentive compensation structures and programs support strategic growth.
• Provide data-driven insights on sales performance, sales quotas, and attainment to measure the effectiveness of incentive plans.
• Collaborate with Finance to evaluate the financial impact of compensation plans and ensure cost-effectiveness.
• Work with Talent to align compensation with talent management and retention strategies.
• Develop, implement, and continuously assess the sales quota setting strategy, aligning with sales leadership expectations and sales talent deployment processes.
• Ensure accurate and efficient administration of incentive payouts and dispute resolution alongside Comp/Payroll function.
• Monitor sales behaviors to identify risks and opportunities for plan optimization.
• Partner with IT to enhance compensation administration platforms/tools (e.g., LENS SPM, manual-excel-PBI), and assess/recommend and implement new technology as needed.

To qualify for the role, you must have

• 10 to 15 years of experience in sales operations or a sales analytics role, specifically focused on incentive compensation administration.
• 7+ years’ experience in a leadership role for a sales operations function.
• Strong analytical skills and expertise in sales quota setting, deployment/territory planning, and incentive design.
• Proficiency in CRM and compensation software (Dynamics, Xactly, Anaplan, Varicent, or other)
• Experience in managing large-scale sales compensation plans ($1B+ revenue/booking organizations) – Professional Services a plus.
• Ability to influence senior sales leaders and work cross-functionally across Finance and HR/Talent

Ideally you will also have

• Skills and experience in high performance teaming
• Experience within a professional services organization
• Strong oral and written communication skills – executive summaries and report-outs, org-wide communications, leading team meetings/training, etc.
• Onboarding/training of the program
• Bachelors degree or equivalent work experience
• Experience working with an offshore team

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.