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Director, Sales Compensation



Sales & Business Development
Multiple locations
Posted on Thursday, May 2, 2024

Job Description:


We are looking for an experienced Director of Sales Compensation who will be responsible for supporting the compensation programs for our sales organization. The Director position sits within the Finance team but will partner closely with Sales, Sales Operations, Human Resources, and business unit leadership. This role will own the full lifecycle of sales compensation, from plan design and development, to measuring and reporting on attainment throughout the plan period. The ideal candidate will be able to advise on plan design based on an understanding of overall corporate objectives; communicate clearly with stakeholders from different functions to drive alignment; and identify and implement process, systems, and reporting improvements to increase efficiency.


  • Lead the design of sales incentive plans to ensure competitiveness, equity and alignment with the company's business objectives

  • Partner with revenue planning team and Sales, Finance, and business leadership to establish targets and payout tiers prior to the start of the plan period

  • Own the financial models to determine actual and forecasted attainment and compensation expense

  • Design and maintain reporting to provide visibility to plan participants and leadership on progress towards attainment and projected plan payouts

  • Manage and validate incentive compensation calculations

  • Create and manage ad hoc special incentive programs to drive performance against targeted business objectives

  • Lead training and communication of plan components to ensure participants understand their compensation structure

  • Identify, recommend, and lead process, systems, and reporting improvements to increase efficiency

  • Work with business intelligence team to streamline revenue data feeds into sales compensation software

  • Benchmark competitive practices to ensure compensation plans

  • Drive results and help attract and retain key sales talent

  • Supervise data analysts responsible for revenue integration into sales compensation software


  • 10+ years of progressive experience in the sales compensation field; educational background in Business, Finance, Accounting, or related field

  • Demonstrated knowledge of best practices for compensation, including plan structures, reporting, tooling, communication, and process management

  • Strong analytical thinker who can translate data into actionable insights

  • Excellent financial modeling skills, primarily in Excel

  • Experience with Salesforce, Tableau and Captivate IQ

  • Ability to build relationships and to influence and collaborate across departments

  • Data-driven mindset and strong analytical and problem-solving skills

Five Principles for Success
Our worldwide practices describe specific behaviors that make Rakuten unique and united across the world. We expect Rakuten employees to model these 5 Shugi Principles of Success.

Always improve, Always Advance - Only be satisfied with complete success - Kaizen
Passionately Professional - Take an uncompromising approach to your work and be determined to be the best
Hypothesize - Practice - Validate – Shikumika - Use the Rakuten Cycle to succeed in unknown territory
Maximize Customer Satisfaction - The greatest satisfaction for our teams is seeing their customers smile
Speed!! Speed!! Speed!! - Always be conscious of time - take charge, set clear goals, and engage your team

Rakuten provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type. Rakuten considers applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetic information, protected veteran status, sexual orientation, gender, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

At the time of posting, Rakuten expects the base compensation for this role to be within the range shown below. Individual compensation will vary based on job-related factors, including the skills, qualifications, and experience of the successful candidate as well as business need and geographic location. The successful applicant for this role will be eligible for discretionary bonus, health, vision, dental insurance, 401k matching, PTO, Volunteer Time Off (VTO), and other employee benefits as the company implements.

USD $113,157.00 - $211,032.00 annually