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Director, Sales Compensation



Sales & Business Development
United States
Posted on Saturday, July 8, 2023
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
The Director of Sales Compensation will be responsible for designing, implementing, and managing the sales compensation program for The Sophos Sale’s organization. You will collaborate with cross-functional teams, including sales leadership, operations, finance, and human resources, to develop and execute a comprehensive compensation strategy that aligns with our business objectives and motivates our sales team to achieve exceptional performance. Your expertise in sales compensation plans, data analysis, and industry best practices will be instrumental in driving sales growth and ensuring our compensation practices remain competitive and equitable.

What You Will Do

  • Collaborate with executive leadership to define the sales compensation strategy that supports the company's overall goals, revenue targets, and growth objectives.
  • Create and refine sales compensation plans and structures that drive desired sales behaviors, motivate the sales team, and align with business objectives. Ensure plans are competitive, easy to understand, and scalable.
  • Establish key performance metrics and targets for the sales team, in coordination with sales leadership, to drive revenue growth and achieve sales goals. Regularly review and adjust targets as needed.
  • Design and manage incentive programs such as bonuses, commissions, and SPIFFs (Sales Performance Incentive Funds) to reward top performers and drive exceptional sales performance.
  • Analyze sales data and performance metrics to provide insights on sales compensation effectiveness and identify areas for improvement. Develop reports and dashboards to track and communicate compensation performance to key stakeholders.
  • Effectively communicate and educate the sales team on compensation plans, policies, and changes. Ensure transparency and clarity regarding incentive structures, payout calculations, and eligibility criteria.
  • Partner with finance, human resources, and sales leadership to ensure alignment of compensation plans with financial targets, budgeting processes, legal compliance, and company policies. Provide guidance on compensation-related matters.
  • Stay updated on relevant legal and regulatory requirements related to sales compensation and ensure compliance with all applicable laws and regulations.
  • Develop and deliver training programs for sales managers and representatives on sales compensation plans, policies, and processes.
  • Regularly evaluate the effectiveness of compensation plans and recommend enhancements or modifications based on market trends, business objectives, and feedback from stakeholders.

What You Will Bring

  • Bachelor's degree in business administration, finance, or a related field. An advanced degree is a plus.
  • Proven experience (5+ years) in global sales compensation design and management, preferably in a leadership or strategic role.
  • Strong understanding of sales compensation principles, best practices, and industry trends.
  • Experience in SaaS/ARR compensation models.
  • Exceptional analytical skills with the ability to interpret complex data and derive actionable insights.
  • Demonstrated experience in designing and implementing sales compensation plans that drive performance and align with business objectives.
  • Proficient in compensation-related software and tools. Familiarity with Anaplan Sales Territory and Quota Management highly desirable.
  • Excellent communication and presentation skills, with the ability to explain complex concepts to diverse audiences.
  • Strong collaboration and stakeholder management skills, with the ability to work effectively across cross-functional teams.
  • Detail-oriented mindset with a focus on accuracy and data integrity.
  • Knowledge of legal and regulatory requirements related to sales compensation.
Applicants in Colorado, California, Washington, and New York City may email for the up-to-date salary ranges for the position.
What's Great About Sophos?
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact