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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Expertise in sales compensation strategy and governance, with a strong focus on designing and executing compensation plans that align with business objectives. Proven ability to lead teams, manage complex compensation disputes, and drive continuous process improvements.
Highest-signal resume keywords
Sales Compensation StrategyCompensation Plan DesignPeople LeadershipSales Compensation PlatformsFinancial Data Analysis
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales CompensationCompensation MechanicsQuota SettingFinancial AcumenComplex ModellingScenario AnalysisB2B Sales CompensationException ManagementGovernanceCost Control
Soft Skills
Exceptional CommunicationJudgment in Ambiguous SituationsAnalytical Standards Setting
Tools & Technologies
CRM SystemsERP SystemsSales Compensation PlatformsMicrosoft Excel
Industry Keywords
Sales OperationsCommercial FinanceMatrixed OrganisationGlobal Sales TeamsPerformance Monitoring
Tech Stack
Tools & technologiesERP
About the role
Key responsibilities & impact- Own the annual and multi-year sales compensation strategy, ensuring alignment to GTT’s go-to-market model, revenue priorities, and financial plans.
- Lead the end-to-end annual plan design process, including role definition, measures, mechanics, pay mix, quotas/targets, accelerators, caps, and guardrails.
- Ensure compensation plans are simple to understand, scalable to administer, and defensible under audit.
- Translate evolving business models (e.g. product mix, customer lifecycle, renewals, overlays) into appropriate compensation constructs.
- Chair and lead the Commission Review Board, with accountability for exception governance and precedent control.
- Act as final decision authority on complex compensation disputes and non-standard scenarios.
- Oversee the ongoing administration and performance monitoring of compensation plans throughout the year.
- Define and review monthly and quarterly performance reporting, including attainment, earnings, plan effectiveness, and cost-of-sales analysis.
- Drive continuous process improvement to reduce manual effort, rework, and exception volume.
Requirements
What you’ll need- Bachelor’s degree or equivalent experience.
- 10–15 years’ experience in sales compensation, sales operations, or commercial finance roles, with significant ownership of compensation plan design and execution.
- 5+ years’ operating at Director or Senior Manager level within a complex, matrixed organisation.
- Demonstrated experience supporting global and multiregional sales teams.
- Proven track record of leading compensation governance, exception management, and dispute resolution.
- People leadership experience, including managing analysts or managers and setting analytical standards.
- Advanced expertise in sales compensation platforms
- Strong working knowledge of CRM systems and integration with compensation and finance systems.
- Advanced Microsoft Excel capability (complex modelling, scenario analysis; macros desirable but not mandatory).
- Experience working with financial data from ERP or billing systems.
- Deep understanding of B2B sales compensation mechanics, including quota setting, accelerators, draw models, caps, and crediting logic.
- Strong commercial and financial acumen, with the ability to balance motivation, cost control, and governance.
- Ability to operate with high judgement in ambiguous or precedent setting scenarios.
- Exceptional written and verbal communication skills, particularly with senior leadership audiences.
Benefits
Comp & perks- health insurance
- retirement plans
- paid time off
- flexible work arrangements
- professional development