We’re reinventing payments. In less than four years, Dojo disrupted the market to become the largest and most loved acquirer in the UK. Our payments infrastructure, purpose-built for in-person commerce, is game changing.
Now, over 150,000 customers across four countries choose to transact billions with us every year. But we’re just getting started.
Our people are the driving force behind our success. They are our greatest investment and our ultimate competitive advantage. We hire exceptional people and give them the autonomy, trust, and ownership to thrive. The results take care of themselves.
The role
We’re looking for an experienced Sales Compensation Lead to shape the design, evolution, and commercial performance of incentive structures across our sales channels – with a primary focus on our self-employed field team.
In this role, you’ll define how we reward our sales force while balancing commercial growth with strong unit economics. Your commission models will improve deal quality, maximize merchant lifetime value (LTV), celebrate high-performing sellers, and protect gross margin.
Sitting within Revenue Strategy & Operations, you’ll optimize Dojo’s global sales compensation strategy. You’ll partner closely with Sales, Finance, Analytics, RevOps, and People teams to align our incentives with our biggest growth priorities.
What you will do...
- Design and refine commission structures, residual splits, and quality bonuses for self-employed Payment Consultants to support high-margin acquisition, prevent mis-selling, and maximize merchant LTV.
- Benchmark commission rates, residual models, and seller terms against industry standards so our offering stays sharp and appealing.
- Partner with Finance and Analytics teams to model margin impact, payback periods, and CAC-to-LTV ratios for proposed compensation changes.
- Analyze retention, churn, and processing volumes across seller tiers to optimize commission spend.
- Collaborate with Monetization to set clear profitability floors and guardrails for automated field pricing tools.
- Advise C-suite, Sales Leadership, RevOps, and People teams on variable pay strategy – turning complex models into simple documentation, transparent earnings calculators, and smooth rollouts.
What you will bring...
- Proven capability in designing and managing variable compensation plans, quota modeling, and incentive structures, including indirect or self-employed sales channels.
- A background in high-growth fintech, SaaS, or B2B tech with a practical understanding of unit economics, margins, and merchant churn – payments knowledge is a plus.
- Deep familiarity with B2B sales models (direct, partner, and inside sales) and what motivates sellers to perform at their best.
- Advanced financial modeling and quantitative skills in Excel and Google Sheets to evaluate scenarios, build predictive payout models, and shape data-informed recommendations.
- Clear communication and stakeholder management skills to explain complex concepts simply to C-suite leaders and technical teams alike.
- Proficiency with Salesforce and BI tools like Looker or Tableau, plus hands-on capability using AI to prototype seller tools and automate recurring tasks.
Dojo home and away
We believe our best work happens when we collaborate in-person. These “together days” foster communication, drive innovation and spark our brightest ideas.
That's why we have an office-first culture. This means working from the office 4+ days per week.
With offices across Europe, we know a thing or two about staying dynamic. Need deep focus? Head to a quiet zone. Big ideas? Collaboration spaces have you covered. Just here for a catch-up? Our social hubs make it easy. Do work that counts, in spaces made for you.
Question: what’s curious, relentless, and customer obsessed?
If you’re keen to know the answer, you’re a third of the way to meeting our Dojo values.
If the following speak to you, let’s talk:
You’re curious. You have a real desire to learn and create.
You’re relentless. You keep going even when it’s easier not to.
You’re customer-obsessed. You know how important customers are to what you do.
Diversity, equity, and inclusion at Dojo
From local bakeries to well-known eateries, Dojo payments serve over 150,000 places across the UK.
And something that’s fundamental to creating relevant, innovative products at Dojo is to build teams to reflect the diversity of the businesses we serve.
Our drive to improve diversity, equity, and inclusion is closely linked to helping employees thrive and innovating for better customer experiences.
If you care about your work, you’re curious, and you think customer-first, you have a place at Dojo.
To make sure you’re the best you can be throughout the recruitment process, let us know if you need any extra adjustments to help you thrive.
Visit dojo.careers to find out more about our benefits and what it’s like to work at Dojo, or check out our LinkedIn and Instagram pages.
By submitting my application I acknowledge that my personal data and all information collected will be processed in accordance with Dojo's Privacy Policy.
#LI-Hybrid
Skills Required
- Experience designing and managing variable compensation plans, quota models, and incentive structures
- Experience supporting indirect or self-employed sales channels
- Background in high-growth fintech, SaaS, or B2B technology
- Understanding of unit economics, margins, and merchant churn
- Deep familiarity with direct, partner, and inside B2B sales models
- Advanced financial modeling and quantitative skills using Excel and Google Sheets
- Clear communication and stakeholder management skills
- Proficiency with Salesforce and BI tools such as Looker or Tableau
- Hands-on ability to use AI to prototype seller tools and automate recurring tasks
- Payments industry knowledge
- Ability to work from the office four or more days per week
What We Do
Since launching in 2019 to address business owners’ pain points across the UK, we’ve seen incredible growth as a scaling fintech, welcoming over 150,000 customers and growing the Dojo team to 1,000+ people across five locations. In that time, we’ve also introduced Dojo Virtual Queues & Bookings and the Dojo restaurant finder app, formerly known as WalkUp and loved by 1,000 restaurants and 750,000 diners. Today, we work towards our mission to empower businesses to thrive in the Experience Economy by creating the tools and technology that turn transactions into meaningful relationships. For our business customers, that means fast funding, the fastest payments, smart integrations, and efficient virtual queues & bookings - all with instant insight across the board. For diners, that means getting seated at their favourite restaurants in just a couple of taps on the Dojo app. Whether it’s for busy business owners or hungry diners, every Dojo product is built to address real customer pain points by our dedicated teams in London, Bristol, Hull and Belfast
