Lead design, execution, governance, and optimization of sales incentive compensation for a national sales organization. Manage compensation strategy, payments, accruals, ICM platform administration, SOX controls, reporting, and cross-functional partnerships; lead team and compensation workstreams for transformations and M&A.
Staples is business to business. You’re what binds us together.
The Director, Sales Compensation is responsible for leading the execution, governance, and optimization of Staples' sales incentive compensation programs. Partnering closely with Sales, Finance, HR, and Sales Operations leaders, this role ensures compensation plans drive profitable growth, motivate desired sales behaviors, and align with company objectives. The Director oversees compensation strategy, operations, systems, analytics, and governance supporting a complex national sales organization.
What you’ll be doing:
- Lead the variable compensation execution team. Ensure timely and accurate payments and serve as a business partner to Sales Leadership and our Sales Operations partners.
- Model and execute variable compensation plans (commissions, SPIFFs, and incentive programs) that drive desired sales behaviors and align with business objectives.
- Lead monthly and quarterly close processes: calculate accruals, validate attainment data, review payout files, and ensure accurate and timely seller payments.
- Administer and configure the incentive compensation management (ICM) tech stack (e.g., Anaplan, Xactly, Varicent): roadmap, configuration, data integrity, and user adoption, achieving >98 % calculation accuracy.
- Apply and enforce established policies, SOX-compliant controls, and audit procedures for all comp-related data flows; remediate exceptions within 30 days.
- Partner with Sales Operations, HR, and Legal to draft plan documents, governance charters, and dispute-resolution processes; ensure 100 % participant acknowledgement each plan year.
- Develop and deliver dashboards and reporting that provide actionable insights into seller attainment, compensation performance, and business outcomes.
- Lead sales-comp workstream for strategic projects (e.g., M&A sales-comp transition, new GTM models) delivering on-time, on-budget outcomes.
- Evaluate compensation plan effectiveness and recommend enhancements based on business performance, market practices, and evolving sales strategies.
What you bring to the table:
- Strategic business acumen
- Strong analytical and problem-solving skills
- Executive presence and influencing capability
- People leadership and coaching skills
- Change management expertise
- Effective cross-functional collaboration
- Strong attention to detail and execution focus
- High integrity, confidentiality, and accountability
What’s needed- Basic Qualifications:
- Bachelor's degree in Finance, Accounting, Economics, Business, Human Resources, or related field or equivalent work experience.
- 10+ years of experience in sales compensation, finance, sales operations, compensation, or related fields.
- 5+ years of leadership experience managing teams.
- 3+ years of experience leading implementation, enhancement, optimization, or administration of an incentive compensation management (ICM) platform.
- Experience supporting sales compensation programs involving complex organizational transformations, M&A integrations, or significant go-to-market changes.
- Experience managing large-scale compensation budgets, accruals, and payout processes.
- Advanced Excel proficiency.
- Experience with compensation management platforms (Anaplan, Xactly, Varicent, or similar).
- Experience working across Sales, Finance, HR, and Operations.
- Experience presenting business recommendations to senior leadership.
What’s needed- Preferred Qualifications:
- Master's degree or MBA.
- Experience leading compensation system implementations or transformations.
- Experience supporting M&A integrations, sales reorganizations, or go-to-market changes.
- Professional certification such as CCP, CSCP, or equivalent.
- Experience using SQL, Power BI, Tableau, or similar analytics tools.
We Offer:
- Inclusive culture with associate-led Business Resource Groups
- 22 days of PTO and Holiday Schedule (7 observed paid holidays + 1 floating holiday)
- Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.
About UsStaples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.
Staples Framingham, Massachusetts, USA Office
Framingham, MA, United States
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