Sales Compensation Business Partner - Director

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
About the Role
We are seeking a Director - Sales Compensation Business Partner to design and optimize incentive programs that drive performance and support the strategic objectives of our sales organization. A key focus of this role is supporting M&A activities, including compensation due diligence, plan harmonization, and integration of acquired sales teams. In this role, you will partner closely with Sales Leadership, Revenue Operations, Finance, and HR to ensure our sales compensation plans are competitive, aligned to business goals, and effectively motivate desired sales behaviors.
This is a highly visible, strategic role ideal for someone who combines strong analytical capability with practical sales understanding and the ability to influence stakeholders across the business.
Key Responsibilities

• Design, evaluate, and refine sales compensation plans (commission, quota-based incentives, accelerators, SPIFs) that align with business strategy and sales motions.
• Analyze sales performance and compensation data to assess plan effectiveness, identify trends, and recommend improvements.
• Partner with Sales Leadership and Finance to set quotas, territory structures, and incentive plan parameters that support organizational revenue targets.
• Lead annual and mid-year compensation planning cycles, including modeling, communications, and rollout.
• Develop clear and compelling documentation and training to ensure Sales teams understand how their plans work and how to maximize earnings.
• Ensure compliance and governance across compensation programs, including policy adherence and audit readiness.
• Stay current on industry benchmarks and market trends to ensure competitiveness and relevance of compensation structures.
• Support M&A activities from a sales compensation perspective, including due diligence on acquired sales compensation plans, retention incentives for key sales talent, and integration of acquired sales teams into existing compensation frameworks.
• Conduct compensation benchmarking and gap analysis for acquired entities, developing transition plans that balance retention risk with cost considerations and internal equity.

Qualifications
Required:

• 5+ years of experience in Sales Compensation, Sales Operations, Total Rewards, or Consulting focused on sales incentive design.
• Strong proficiency in Excel (pivot tables, lookups, statistical analysis, modeling).
• Experience working with sales performance and CRM systems (e.g., Salesforce, HubSpot).
• Proven ability to translate data insights into recommendations that influence leadership decisions.
• Strong communication and stakeholder management skills, including the ability to simplify complex compensation concepts.
• Bachelor's degree in business, Finance, HR, Economics, or related field (or equivalent work experience).

Preferred:

• Experience with Sales Compensation management software (e.g., Xactly, CaptivateIQ, Performio, Varicent).
• Prior experience supporting quota-setting, territory planning, or revenue operations workflows.
• Familiarity with subscription / SaaS business models and sales motions.
• Consulting experience or experience supporting a high-growth or transformational environment.
• Experience supporting M&A integration activities, including compensation due diligence, plan harmonization, and retention strategy development for acquired sales populations.
• Familiarity with change management principles and ability to manage sensitive communications during organizational transitions.

Key Competencies

• Analytical Rigor: Able to build models, interpret trends, and use data to solve business problems.
• Influence & Partnership: Confident in working with senior leaders and cross-functional stakeholders.
• Communication: Clear, concise, and compelling explanations.
• Business Acumen: Understands how sales organizations work and how compensation affects behavior.
• Continuous Improvement Mindset: Comfortable iterating and optimizing processes and programs.

JV20
For positions in this location, we offer a base pay of $173,200 - $303,100, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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