Director of Sales Incentive Compensation

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

I'm thrilled to bring on a Senior Director of Sales Incentive Compensation who will be instrumental in driving our ambitious growth trajectory. We're at an inflection point in our company's evolution—with goals to rapidly expand over the next decade. This role sits at the strategic heart of our growth planning efforts. As we invest heavily in optimizing our go-to-market teams, our new Senior Director will be the authoritative voice of sales incentive compensation in our most critical conversations. The Senior Director of Sales Incentive Compensation will lead our Global Sales Compensation organization and drive the strategic transformation of our compensation philosophy. This senior leader will own the design, implementation, and execution of innovative sales compensation strategies that align with our evolving business model and support the company's strategic objectives while attracting and retaining top sales talent. - Senior Director of Business Strategy & Insights 

What You'll Contribute

• Strategic Leadership & Transformation.

• Lead the strategic evolution of our sales compensation approach to align with consumption-based SaaS pricing models and Platform SaaS industry best practices. 

• Develop and implement comprehensive sales compensation strategies that support company objectives during our focus on hyper-growth and GTM investment while maintaining cost of sales objectives. 

• Partner closely with executive leadership across Sales, Marketing, Finance, HR, Legal, and Operations to ensure compensation strategies align with business transformation goals. 

• Compensation Program Management. 

• Develop and operate all aspects of our Sales Compensation program including plan design, implementation, and administration. 

• Lead the compensation component of annual planning processes, including quota methodology, territory design, and plan structure deployment within our compensation systems.  

• Design, manage and track SPIFF Programs to support tactical sales initiatives. 

• Governance & Compliance. 

• Ensure internal compliance of compensation programs/policies across global operations. 

• Own all Sales Compensation Policies and Exception processes for compensation disputes. 

• Design and facilitate training programs to educate Sales Management and key partners on compensation strategies, policies and practices. 

• Analytics & Continuous Improvement 

• Develop and track metrics to assess sales incentive program efficiency, presenting findings and proposed actions to Executive Leadership. 

• Conduct comprehensive benchmarking against Platform SaaS companies with consumption-based pricing models and assess industry best practices. 

• Lead cost and impact analysis of alternative compensation design elements. 

• Manage team to build dashboards, reports and competitive analysis/research. 

• Advisory & Partnership. 

• Serve as trusted advisor to the sales organization, recommending solutions to compensation and performance-related issues. 

• Execute global compensation programs and GTM coverage models in partnership with Global Leaders and Key Business Unit partners. 

• Operations & Administration. 

• Manage commission forecasting, payment processing, and annual budgeting/accrual processes. 

• Oversee compensation management systems (Xactly experience preferred) with focus on automation and scalability. 

• Establish efficient processes for commission inquiry resolution and complex exception handling. 

What We’re Seeking

• 10+ years of progressive experience in sales compensation, with significant experience in SaaS/Platform companies that have undergone pricing model transformations. 

• Bachelor's degree required; Finance, Accounting, or Business emphasis strongly preferred. 

• Executive-level stakeholder management skills with demonstrated ability to influence and build trust across organizations. 

• Deep understanding of global business complexity and compliance requirements. 

• Advanced analytical capabilities with expertise in complex reporting, statistical analysis, and Excel mastery. 

• Strategic Vision: Ability to translate strategic directives into tactical compensation initiatives during organizational transformation. 

• Change Leadership: Proven track record of leading teams through significant business model changes. 

• Analytical Excellence: Strong attention to detail with mathematical, statistical, and conceptual expertise.  

• Ethical Leadership: Demonstrates personal ethics, honesty, initiative, and confidentiality in all responsibilities.  

• Results Orientation: Drive and motivation to deliver high-quality results. 

Our Offer to You 

• An inclusive culture strongly reflecting our core values:  Act Like an Owner, Delight Our Customers and Earn the Respect of Others.

• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.

• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.

• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.

• The targeted base pay range for this role is: $144,000 to $226,000 with this range reflecting differences in candidate knowledge, skills and experience.
   

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics.  You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

•    Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

•    Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

•    Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.  Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy