Vice President, Sales Compensation

Blue Yonder Job Title:

Vice President, Sales Compensation

Overview:

The VP of Sales Compensation will lead the end-to-end strategy, design, operations, and compliance of global sales compensation programs. This role requires expertise in incentive design, compensation systems, and financial alignment — including forecasting variable compensation expenses and managing ASC 606 accruals. You will work cross-functionally with Finance, Sales, Revenue Operations, Legal, and HR to ensure our comp programs drive performance while maintaining operational integrity and compliance.

What you will do:

Sales Compensation Strategy & Design

• Own the global sales compensation strategy, including quota-based variable comp, SPIFFs, accelerators, etc. Develop and execute scalable, performance-based compensation plans across all revenue-facing roles (AM, BD, CSM, Pre-Sales/Sales Engineering, etc.).
• 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.

Financial Forecasting, Accruals & Compliance

• Own the forecasting and budgeting of sales compensation expense, including scenario modeling in partnership with Finance.
• Ensure accurate monthly accruals in accordance with ASC 606, collaborating closely with Accounting and Finance on commission capitalization and amortization.
• Maintain and document accounting policies related to sales commissions and stay current on evolving guidance under ASC 606.

System Implementation & Process Optimization

• 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 and improve accuracy.
• Continuously improve workflows for plan approval, quota assignment, and payout operations.

Analytics & Reporting

• 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.

Governance & Stakeholder Partnership

• 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.

Team Leadership

• Build and lead a high-performing sales compensation team with deep expertise in analytics, systems, and operations.
• Provide strategic direction while rolling up your sleeves as needed in a high-growth environment.

What we are looking for:

• 12+ years of experience in sales compensation or related roles, including 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; MBA, CPA, or CCP certification preferred

Synonymous Job Title:

VP, Finance

#LI-REMOTE

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The salary range for this position is $164,396.00 to $250,802.00 USD

The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:

• Comprehensive Medical, Dental and Vision
• 401K with Matching
• Flexible Time Off
• Corporate Fitness Program
• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more