The Director of Quota and Analytics leads a team to manage global sales incentives, ensuring fair quota distribution and performance analytics across various business lines.
Our Purpose
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title and Summary
Director, Quota and Analytics
Director, Quota and Analytics
Overview:
Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market-benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency.
The Director of Quota is responsible for the execution of transformation and subsequent operations for the strategy, design, and operations of the enterprise sales incentives quota and analytics organization. This includes developing and implementing globalized frameworks and practices for quota deployment across the three business lines, verticals and their regional partners. Cross-functional responsibilities include collaboration and impact analysis with sales incentives, reporting and process improvements underpinned by business insights and analytics.
Role:
The role holder will be responsible for leading a dedicated team to deliver the following outcomes:• Global quota algorithm deployment: Design and deploy the annual quota-setting algorithm translating top-down Finance and production goals into seller-, role-, and territory-level quotas globally.• Cross-functional target integration: Integrate all KPI-, product-, and initiative-based targets from Finance, Product, Regions, and Specialist teams into a single, coherent quota framework.• Quota validation & governance: Operate the annual quota validation process, facilitating a defined two-week review with Sales leadership and Finance business partners and incorporating approved adjustments.• Quota integrity & equity oversight: Ensure quotas are fair, equitable, and defensible, with clear documentation of assumptions, adjustments, and approvals.• Ticket operations & adjudication: Own quota and incentives-related ticket governance, including intake, prioritization, adjudication standards, aging, and overdue reporting to deliver strong service to Sales.• Quota relief expense analytics: Maintain analytics on quota relief requests, tracking financial impact, trends, and policy adherence.• Performance & pipeline reviews: Run quarterly sales incentives business reviews and pipeline reviews, providing insights on quota attainment, risk, and forward-looking performance.
The ideal candidate should have:• Experience in designing and operating standardized program frameworks and governance structures• Ability to translate insights into actionable plans• Strong business acumen and commercial awareness• Strategic and collaborative work approach across various business lines, functions, and regions• Excellent managerial, interpersonal, written, and verbal communication skills
Salary Range: 142,000.00 - 234,000.00 USD
Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.
Pay Ranges
Remote - Colorado: $142,000 - $234,000 USD
Boston, Massachusetts: $163,000 - $269,000 USD
Miami, Florida: $142,000 - $234,000 USD
Purchase, New York: $163,000 - $269,000 USD
Job Posting Window
Posting windows may change based on the volume of applications received and business necessity. Candidates are encouraged to apply expeditiously.
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title and Summary
Director, Quota and Analytics
Director, Quota and Analytics
Overview:
Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market-benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency.
The Director of Quota is responsible for the execution of transformation and subsequent operations for the strategy, design, and operations of the enterprise sales incentives quota and analytics organization. This includes developing and implementing globalized frameworks and practices for quota deployment across the three business lines, verticals and their regional partners. Cross-functional responsibilities include collaboration and impact analysis with sales incentives, reporting and process improvements underpinned by business insights and analytics.
Role:
The role holder will be responsible for leading a dedicated team to deliver the following outcomes:• Global quota algorithm deployment: Design and deploy the annual quota-setting algorithm translating top-down Finance and production goals into seller-, role-, and territory-level quotas globally.• Cross-functional target integration: Integrate all KPI-, product-, and initiative-based targets from Finance, Product, Regions, and Specialist teams into a single, coherent quota framework.• Quota validation & governance: Operate the annual quota validation process, facilitating a defined two-week review with Sales leadership and Finance business partners and incorporating approved adjustments.• Quota integrity & equity oversight: Ensure quotas are fair, equitable, and defensible, with clear documentation of assumptions, adjustments, and approvals.• Ticket operations & adjudication: Own quota and incentives-related ticket governance, including intake, prioritization, adjudication standards, aging, and overdue reporting to deliver strong service to Sales.• Quota relief expense analytics: Maintain analytics on quota relief requests, tracking financial impact, trends, and policy adherence.• Performance & pipeline reviews: Run quarterly sales incentives business reviews and pipeline reviews, providing insights on quota attainment, risk, and forward-looking performance.
The ideal candidate should have:• Experience in designing and operating standardized program frameworks and governance structures• Ability to translate insights into actionable plans• Strong business acumen and commercial awareness• Strategic and collaborative work approach across various business lines, functions, and regions• Excellent managerial, interpersonal, written, and verbal communication skills
Salary Range: 142,000.00 - 234,000.00 USD
Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
- Abide by Mastercard's security policies and practices;
- Ensure the confidentiality and integrity of the information being accessed;
- Report any suspected information security violation or breach, and
- Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.
In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.
Pay Ranges
Remote - Colorado: $142,000 - $234,000 USD
Boston, Massachusetts: $163,000 - $269,000 USD
Miami, Florida: $142,000 - $234,000 USD
Purchase, New York: $163,000 - $269,000 USD
Job Posting Window
Posting windows may change based on the volume of applications received and business necessity. Candidates are encouraged to apply expeditiously.
Top Skills
Analytics
Business Insights
Data Transformation
Incentive Design
Quota Frameworks
Mastercard Saint Leonards, Victoria, AUS Office
72 Christie St, Saint Leonards, St Leonards, Australia, NSW 2065
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