Director, Sales Incentive Compensation and Planning
Car shopping is complicated. At CarGurus, we use data and technology to make it simple, giving people the tools they need to confidently find, buy, finance, or sell a car. The best part? Our work makes a real impact. We’re the most-visited car-shopping site in the US and we are growing fast in our international markets. Ready to come along for the ride?
The purpose of this role is to build and lead a function tasked with improving sales productivity, effectiveness and motivation. The Director, Sales Incentive Compensation and Planning will report directly to the VP, Revenue Operations and will be a subject matter authority in all areas of sales compensation design and implementation, sales territory planning and sales technology.
What You'll Do:
- Lead all aspects of the development, implementation of driven, efficient, and equitable US sales compensation programs for increased retention, productivity, and effective performance.
- Ensure that the Sales Incentive Compensation Administration is appropriately aligned with goals, financially prudent, and properly authorized, communicated and implemented.
- Influence and implement sales channel leadership on sales compensation standard methodologies.
- Ensure timely and accurate compensation payments.
- Provide plan revisions or augmentation (e.g. SPIFF recommendations) as needed. Maintain, report and assess adjustments throughout the year.
- Partner with Sales, Finance, HR and Analytics teams to develop plans for headcount allocation by geography and team
- Complete proper assignments of books of business across the sales teams, to support growth and retention.
- Ensure hiring/territory/quota/commission plans are implemented and communicated in a timely manner.
- Lead initiatives to resolve capacity and associated quotas required to meet quarterly and annual growth and retention targets.
- Design analysis and reporting needed to evaluate compensation plan effectiveness and efficiency.
- Optimize the redesign, automation, and integration of compensation-related processes, rhythms, and systems to align with the larger operating model.
- Manage and lead a team of professionals, providing clarity of purpose, tools required to meet their responsibilities, and an environment conducive to diversity of thought, innovation, and personal/career growth
- Stay up-to-date on trends and developments within sales compensation and planning practices, constantly researching and implementing standard methodologies as appropriate.
- Provide Quarterly Management reporting and trend analysis
- Supports ad hoc data and analysis requests
Who You Are:
- 10+ years in sales operations, compensation or finance functions
- 5+ years of sales incentive compensation experience
- 3+ years of direct managerial experience
- Experience building processes in many of the key areas of revenue operations (territory planning, quota setting, commissions, forecasting, sales strategy)
- Outstanding analytic skills and the ability to work with large data sets from multiple sources
- Proven experience in designing commercial analytical methods
- Excellent presentation skills – present analyses/findings in a compelling manner
- Ability to work cross functionally and collaborate optimally with business partners
- Ability to handle opposing priorities, and work effectively and independently within time constraints
CarGurus Culture:
Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. So if you think you have what it takes, but don't necessarily meet every single point on the job description, please still get in touch. We'd love to have a chat and see if you could be a great fit.
At CarGurus, we invest in our people’s professional growth with everything from learning and development programs to tuition reimbursement. Want to work on projects that expand your skill set without sacrificing your work/life balance? You got it. We also strive to provide perks and benefits that employees actually care about like free lunch, commuter subsidies, and more. That includes equity in the company—our way of showing that we want you here for the long haul.
We work hard every day to build the world’s most trusted and transparent automotive marketplace, but trust and transparency don’t just apply to our consumers. They extend to our talent, too. We aim to create a workplace where everyone feels they can bring the ultimate expression of themselves and their potential—where you don’t just fit, you thrive. We don’t discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
CarGurus employees in the US can choose to work from home / remotely for the duration of 2021, or participate in a phased return to our beautiful office spaces. We expect most roles to be in-office at least 3 days a week beginning January 2022. In addition to the US, CarGurus operates sites in Canada and the UK. We have offices in Cambridge, MA; Detroit, MI; Dublin, Ireland; San Francisco, CA and London, UK. Check out our careers page to learn more.