Blue Yonder seeks a Vice President, Sales Compensation to lead the end-to-end strategy, design, operations, and compliance of our global sales compensation programs. You will partner cross-functionally with Finance, Sales, Revenue Operations, Legal, and HR to ensure our comp programs effectively drive performance while maintaining operational integrity and compliance.
What You'll Do
- Own the global sales compensation strategy, including quota-based variable comp, SPIFFs, accelerators, and more.
- Develop and execute scalable, performance-based compensation plans across all revenue-facing roles.
- Design plans that align with business goals, incentivize the right behaviors, and support our GTM model and ARR growth targets.
- Partner with senior leadership to evolve comp structures as we expand globally and into new market segments.
- Own the forecasting and budgeting of sales compensation expense, including scenario modeling.
- Ensure accurate monthly accruals in accordance with ASC 606, collaborating on commission capitalization and amortization.
- Maintain and document accounting policies related to sales commissions.
- Lead the continuing evolution of a sales compensation platform (e.g., Xactly, CaptivateIQ, Forma.ai).
- Integrate comp systems with Salesforce, Workday, and payroll to streamline commission calculations.
- Continuously improve workflows for plan approval, quota assignment, and payout operations.
- Build and deliver actionable dashboards and insights to monitor plan effectiveness, attainment trends, and compensation ROI.
- Support Board and executive reporting on sales compensation performance and expense.
- Develop and maintain compensation governance policies, ensuring transparency, compliance, and fairness.
- Partner with Legal, HR, and Finance to ensure global compliance with labor laws, tax regulations, and audit readiness.
- Build and lead a high-performing sales compensation team with deep expertise in analytics, systems, and operations.
What We're Looking For
- 12+ years of experience in sales compensation or related roles.
- 5+ years in a senior leadership position within a SaaS or technology company.
- Expertise in sales comp financial forecasting and ASC 606 accounting for commission expense.
- Proven success implementing and managing sales compensation platforms (e.g., Xactly, CaptivateIQ, or similar).
- Strong understanding of SaaS GTM motions, including new business, expansion, renewals, and channel sales.
- Exceptional Excel/Google Sheets modeling skills.
- Comfort with Salesforce, NetSuite, and HRIS systems (e.g., Workday).
- Experience partnering cross-functionally with Sales, Finance, Legal, and People teams.
- Executive presence and ability to communicate effectively with leadership and Board stakeholders.
- Bachelor’s degree required.
Nice to Have
- MBA, CPA, or CCP certification preferred.
Technical Stack
- Salesforce
- NetSuite
- HRIS systems (e.g., Workday)
- Sales compensation platforms (e.g., Xactly, CaptivateIQ, Forma.ai)
Team & Environment
You will build and lead a high-performing sales compensation team with deep expertise in analytics, systems, and operations.
Benefits & Compensation
- Compensation range: $164,396.00 to $250,802.00 USD
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- Voluntary benefits such as Legal Plans, Accident and Hospital Indemnity, Pet Insurance
Work Mode
This is a remote position open to candidates in Dallas, Atlanta, or Scottsdale.
Blue Yonder is committed to a workplace that genuinely fosters inclusion and belonging, guided by our core values. We are proud of our diverse culture as an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
