At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.
We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:
The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT.
What you'll do:
In this role, you will lead both the strategic direction and operational execution of our sales compensation function. Key responsibilities include:
Own the global sales compensation strategy and roadmap
Translate corporate priorities into incentive levers that drive GTM outcomes
Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices
Develop new incentive frameworks that improve sales performance
Serve as an advisor to senior GTM and executive leadership
Drive scalable processes/systems and governance betweenSalesforce.com and the Performio commission system
Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
Conduct market research and competitive analyses to maintain program effectiveness
Manage high-impact compensation projects and process improvements
Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
Oversee plan documentation, approvals, and signatures
Own creation and maintenance of sales compensation training materials
Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated
Own compensation escalations beyond Finance or shared services teams
Lead sales compensation committee to resolve escalations for splits or other commissions
In your first 12 months, success will be measured by your ability to:
Implement standardized quota agreements & enforcement processes
Deliver a scalable global comp framework across all roles/functions
Establish governance & systems between Salesforce & Performio
Define KPI frameworks to measure comp effectiveness
Build and lead a compensation strategy team
What you will need to know/have:
7+ years of sales compensation experience, including leadership responsibility
Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
Experience managing and developing direct reports
Able to set and execute multi-year compensation strategies that support business goals
Global compensation experience, including working across regions and time zones
Strong balance of strategic thinking and attention to detail
Advanced Excel user with strong analytical and modeling skills
Takes full ownership of responsibilities and follows through reliably
Strong communication skills, including presenting insights and recommendations to leadership
BA/BS in an analytical field is a plus
MBA or advanced degree (preferred)
Get in on all the awesome at Instructure!
We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
Comprehensive wellness programs and mental health support
Annual learning and development stipends to support your growth
The technology and tools you need to do your best work
Motivosity employee recognition program
A culture rooted in inclusivity, support, and meaningful connection
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.
Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.
All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.
Any attempt to misrepresent personal or professional information will result in disqualification.
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