The Role
The Sales Compensation Director will lead the design and management of sales compensation plans, ensuring they align with business goals and optimize performance.
Summary Generated by Built In
About Glean:
Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles.
At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality.
If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.About the Role:
Glean is seeking a Sales Compensation Director to join our GTM Strategic Finance team and partner with our GTM organizations. This is a highly visible, strategic role that combines deep analytical expertise with strong business partnership. You will own the end-to-end lifecycle of sales compensation—from annual planning and design through monthly administration, forecasting, and optimization—while serving as the trusted advisor on all compensation-related matters.
You will:
- Lead the annual compensation plan design process in partnership with Sales Strategy, Revenue Operations, and Finance leadership to ensure plans align with business objectives and drive desired behaviors
- Design and model quota structures, accelerator rates, attainment curves, and payment mechanisms to balance motivation and alignment to GTM strategy with financial targets
- Monitor plan effectiveness throughout the year and recommend mid-year adjustments or modifications to optimize performance
- Manage the end-to-end administration of incentive compensation plans including commission calculations, quota tracking, draws, MBOs, and SPIFFs
- Ensure accuracy and timeliness of all commission payouts in accordance with plan documents and company policies
- Own the monthly commissions accrual process, partnering with Accounting to provide accurate inputs and explaining key variance drivers to Finance leadership
- Maintain comprehensive documentation of compensation plans, policies, and procedures to support SOX compliance and audit requirements
- Oversee resolution of compensation-related inquiries and disputes, providing clear explanations and documentation
- Lead the implementation and optimization of incentive compensation management (ICM) platforms such as Xactly, CaptivateIQ, or Everstage
- Ensure data integrity and system accuracy within compensation platforms and integrations with CRM, ERP, and related systems
- Identify opportunities to streamline and automate compensation processes, reducing manual effort while improving accuracy and enhancing the employee experience
- Distill complex compensation topics into clear, executive-level presentations and communications
About you:
- 8+ years of progressive experience in GTM Sales Compensation at high-growth SaaS or enterprise software companies
- Demonstrated expertise in sales compensation design, including quota structures, accelerators, attainment curves, and financial modeling
- Strong track record of managing complex commission calculations and ensuring data accuracy in compensation operations
- Expert-level proficiency in building robust financial models in Excel and Google Sheets, including advanced formulas, pivot tables, and scenario analysis
- Advanced understanding of commissions-related accounting principles, including revenue recognition, capitalization, amortization, and cash flow impacts
- Experience with incentive compensation management software (e.g., Xactly, CaptivateIQ, Everstage)
- Exceptional analytical and problem-solving skills with sound judgment to address complex compensation scenarios
- Excellent communication and storytelling abilities to translate complex technical topics into clear, compelling narratives for executive audiences
- Strong project management and stakeholder management skills across cross-functional teams
- High attention to detail balanced with strategic thinking and business acumen
- Ability to thrive in a fast-paced, dynamic environment while managing multiple priorities and consistently meeting deadlines
- Bachelor's degree in Finance, Accounting, Economics, or related business field required
- Willingness to relocate to the Bay Area and work 4 days a week in the office
- Strong SQL skills to query and analyze data from CRM, ERP, and data warehouse systems
- Proficiency with business intelligence tools (e.g., Looker, Tableau, Power BI) and CRM systems (e.g., Salesforce)
- Experience with consumption-based or usage-based pricing models and associated compensation structures
- Direct experience leading ICM platform implementations
Location:
- This role is hybrid (4 days a week in the San Francisco office)
Compensation and Benefits
The compensation range for this role is $190,000-$250,000 per year. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.
We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.
We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
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Top Skills
Captivateiq
Everstage
Excel
Google Sheets
Looker
Power BI
Salesforce
SQL
Tableau
Xactly
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The Company
What We Do
Glean searches across all your company’s apps to help you find exactly what you need and discover the things you should know.
🔍 AI-powered workplace search.
💡 Personalized results and knowledge discovery.
⚡ Easy to use, ready to go— right out of the box.
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