Director, Sales Compensation

Presidio, Where Teamwork and Innovation Shape the Future
At Presidio, we're at the forefront of a global technology revolution, transforming industries through cutting-edge digital solutions and next-generation AI. We empower businesses - and their internal customers - to achieve more through innovation, automation, and intelligent insights.

The Role

Presidio is seeking a strategic, analytical Director of Sales Compensation to lead the day-to-day design support, administration, and delivery of sales incentive compensation across three program areas: Sales Leaders, sales commissions, and Variable Performance Bonus programs. Reporting directly to the Vice President, Sales Compensation, this role translates the VP's strategy and plan designs into accurate, timely, and well-controlled execution, and partners with Finance, Sales Leadership, HR, and Operations to keep pay practices competitive, equitable, and aligned with business goals.
The Director owns the integrity of the monthly, quarterly, and annual commission and bonus cycle, manages and develops the commissions team, and serves as the primary escalation point for compensation questions below the Vice President level. The role also contributes directly to plan design, market benchmarking, financial modeling, and the modernization of the function through automation, analytics, and AI-enabled tooling.

Reporting Relationship & Work Environment

• Reports directly to Vice President; directly manages Commissions Analysts and related team members.
• Travel up to 5%. This role is based in Ireland and works remotely, with a preference for locations close to a Presidio office. Working hours are expected to align more closely with U.S. East Coast business hours to support Sales, Finance, and payroll deadlines.

Scope of Role

• Sales Leaders: calculate, administer, and advise on performance compensation for sales leadership, including plan design, quota and metric alignment, and payout approvals.
• Commissions: own the monthly, quarterly, and annual commission calculation, verification, accrual, and payment process for the field.
• Variable Bonuses: administer variable bonus programs, including plan setup, performance measurement, accruals, and payout.

Key Responsibilities

Sales Leader, Commission & Variable Bonus Operations

• Manage the team's monthly, quarterly, and annual process to calculate, verify, and pay sales commissions, Variable Bonuses, and draws.
• Calculate sales leaders' performance compensation and review team-prepared commission runs for accuracy before payroll submission.
• Prepare and review accrual journal entries for commissions, bonuses, and draws, and own the related reconciliations with Accounting and Payroll.
• Meet SLAs for commission statement accuracy, query resolution, and payment timeliness; resolve escalated rep inquiries and bring unresolved disputes to the Vice President with a recommendation.
• Manage crediting, splits, adjustments, clawbacks, and exceptions in line with approved plan documents and policy.

Compensation Strategy & Plan Design

• Support the Vice President in the annual sales compensation planning cycle, including plan design, quota-setting alignment, plan documentation, approvals, and field rollout.
• Develop and manage sales incentive programs, including Sales Leader plans, commissions, Variable Bonuses, accelerators, SPIFs, and overlay and specialist plans, aligned to Presidio's VAR and services revenue mix.
• Work in collaboration with HR to conduct market analysis and benchmarking using survey data and industry sources to help maintain competitive compensation plans for talent attraction and retention.
• Help evaluate plan mechanics as the business shifts toward services, recurring, and consumption-based revenue models.
• Draft plan documents, communications, and plan acknowledgments, and prepare new-hire, promotion, and transition plans in partnership with HR.

Analytics, Reporting & Business Partnership

• Build and maintain dashboards and insights on plan performance, pay mix, quota attainment, and ROI of incentive spend for Finance, Sales, and HR leaders.
• Model the financial impact of proposed plan changes, including scenario and sensitivity analysis, to support Vice President recommendations.
• Analyze trends in pay equity, turnover, and workforce demographics to inform compensation strategy.
• Advise Sales, Finance, and HR Business Partners on compensation decisions and policy interpretation; collaborate to develop and standardize competitive compensation packages.
• Partner with Sales Operations on territory and quota alignment, and support M&A and territory integration.

Governance, Compliance & Risk

• Ensure compensation practices comply with U.S. federal, state, and local wage and hour laws, and monitor emerging U.S. pay-transparency and pay-equity regulation.
• Execute and document SOX-adjacent controls over commission calculation, accrual, and payment processes.
• Support internal and external audit and reporting requirements related to compensation.
• Maintain plan documentation, approvals, and audit trails sufficient to defend compensation decisions in disputes or regulatory inquiries.
• Administer sales compensation policy, plan-approval workflows, and dispute-resolution protocols.

Team Leadership & Technology

• Lead, coach, and develop commissions team members, setting priorities, quality standards, and career growth paths.
• Partner with the Vice President on the compensation technology roadmap, including system configuration, testing, automation, and integration with CRM, ERP, and HRIS.
• Serve as day-to-day business owner for the ICM platform (e.g., Xactly Incent or equivalent), working with the admin and vendor on issues and releases.
• Identify and implement process improvements, automation, and AI-enabled tools for forecasting, anomaly detection, and reporting to reduce manual effort.

Required Technical Skills

• Hands-on expertise with Incentive Compensation Management (ICM) platforms; Xactly Incent strongly preferred.
• Advanced Microsoft Excel (complex modeling, pivot tables, array and lookup formulas) and familiarity with BI tools such as Power BI or Tableau.
• Working knowledge of accounting fundamentals for commissions: accruals, journal entries, revenue recognition implications on commission timing, and reconciliations.
• Familiarity with CRM data structures as the system of record for bookings, quota, and territory data.
• Knowledge of sales compensation plan design principles: pay mix, leverage, accelerators and decelerators, caps, thresholds, and multi-year or recurring revenue crediting.
• Interest in and exposure to AI and automation tools for forecasting, anomaly detection, and reporting is a plus.

Required Business Skills

• Analytical and strategic thinking: ability to connect compensation mechanics to business, margin, and go-to-market goals.
• Communication and influence: ability to explain plans and models clearly to Sales, Finance, and HR leaders, and drive process changes across teams that do not report to this role.
• People leadership: experience managing, developing, and motivating compensation or finance professionals.
• Conflict resolution: skill in handling sensitive pay disputes with discretion and sound judgment.
• Project management: ability to deliver recurring monthly, quarterly, and annual cycles against firm deadlines such as payroll cutoffs and fiscal year-end.
• Strong attention to detail, with a controls and audit mindset.

Required Experience & Education

• Bachelor's degree in Business, Finance, Accounting, or related field.
• 10+ years of progressive experience in sales commissions, sales compensation, or sales finance, including people-management experience.
• Demonstrated experience administering sales incentive plans, preferably in a technology or professional/managed services environment.
• Experience with journal entries and accruals is strongly preferred.

Your future at Presidio
Joining Presidio means stepping into a culture of trailblazers - thinkers, builders, and collaborators - who push the boundaries of what's possible. With our expertise AI-driven analytics, cloud solutions, cybersecurity, and next-gen infrastructure, we enable businesses to stay ahead in an ever-evolving digital world.

Here, your impact is real. Whether you're harnessing the power of Generative AI, architecting resilient digital ecosystems, or driving data-driven transformation, you'll be part of a team that is shaping the future.

Ready to innovate? Let's redefine what's next-together.

About Presidio
Presidio is committed to hiring the most qualified candidates to join our amazing culture. We aim to attract and hire top talent from all backgrounds, including underrepresented and marginalized communities. We encourage women, people of color, people with disabilities, and veterans to apply for open roles at Presidio. Diversity of skills and thought is a key component to our business success.

At Presidio, speed and quality meet technology and innovation. Presidio is a trusted ally for organizations across industries with a decades-long history of building traditional IT foundations and deep expertise in AI and automation, security, networking, digital transformation, and cloud computing. Presidio fills gaps, removes hurdles, optimizes costs, and reduces risk. Presidio's expert technical team develops custom applications, provides managed services, and enables actionable data insights and builds forward-thinking solutions that drive strategic outcomes for clients globally. For more information visit https://presidio.com

 Applications will be accepted on a rolling basis.

Presidio has a strong commitment to the community we serve and our employees. As an Equal Opportunity Employer, we strive to have a workforce that includes the community we serve.

 Recruitment Agencies, Please Note: Presidio does not accept unsolicited agency resumes/CVs. Do not forward resumes/CVs to our career's email address, Presidio employees or any other means. Presidio is not responsible for any feeds related to unsolicited resumes/CVs.

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