Senior Director, Sales Compensation Strategy

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, Twitter and Facebook.

The Senior Director, Sales Compensation Strategy is expected to identify, initiate and drive projects that are considered necessary for both the short-term and long-term goal of operating a best-in-class Sales Compensation team. The Senior Director also acts as a business advisor to Sales leadership, the CRO and broader executive team.
Strategic Planning & Design

• Collaborate with customer facing leaders, executives, Total Rewards and other cross functional teams (Sales, GTM Operations, Finance) to design and evolve GTM compensation plans, ensuring alignment with global strategy and reward philosophy
• Lead and develop GTM compensation strategies by leveraging deep insights into human behavior, ensuring motivational alignment, fostering genuine relationships, and driving optimal engagement and performance from sales teams
• Collaborate with GTM Operations teams to ensure ability to operationalize plan designs

Performance Analysis and Optimization

• Design and modify sales compensation plans to incentivize desired behaviors and achieve sales targets
• Lead the development of models and scenarios to test the potential impact of proposed plans
• Drive data-driven decisions by providing insightful recommendations that enhance sales performance and align with strategic objectives
• Lead the preparation of comprehensive reports, effectiveness analysis and summaries of sales compensation plans by translating complex data into clear, concise and impactful executive level communications.

Plan Governance and Communications

• Understanding of best-in-class plan governance structures
• Strong communication skills across all levels of the business.
• Create and maintain appropriate levels of communications, aligning to archiving policy and in alignment with legal and HR
• Understanding of local laws which impact plan policies and how we communicate
• Stay updated on industry best practices and regulatory requirements related to sales compensation

Leadership

• Set clear goals, prioritization and expectations for team members, regularly monitor their performance, and provide constructive feedback
• Challenge existing processes based on industry best practice and trends to ensure Druva is maintaining a best-in-class approach
• Model Druva’s mission, vision, and values

• 10-12 years experience in GTM sales compensation design, including Global with preference for digital/SaaS/Technology environment
• Solid experience in compensation plan modeling
• Deep understanding of how to use data to assess plan effectiveness and to tell a story
• Clear, transparent communication style, including to senior leaders
• Solid experience with change management approaches
• Substantial experience packaging financial and operational data in an executive manner to drive business decisions
• Must be comfortable working at pace in a dynamic environment
• Superior analytical and problem-solving skills, with demonstrated attention to detail and ability to structure and analyze sophisticated financial modeling
• High ownership of work materials and high detail orientation to ensure complete accuracy and quality of output
• Excellent interpersonal and people management skills (including leading with influence)
• Creative, high energy, self-starter comfortable running programs independently
• Able to lead a team and work collaboratively with cross-functional teams to drive change and achieve business objectives
• Transparent, open and clear in communication style
  

The pay range for this position is expected to be between $226,000 and $316,667/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.