Director, Global Sales Compensation


Elastic is a search company with a simple goal: to solve the world's data problems with products that delight and inspire. As the creators of the Elastic Stack, we help thousands of organizations including Cisco, eBay, Grab, Goldman Sachs, ING, Microsoft, NASA, The New York Times, Wikipedia, and many more use Elastic to power mission-critical systems. From stock quotes to Twitter streams, Apache logs to WordPress blogs, our products are extending what's possible with data, delivering on the promise that good things come from connecting the dots. We have a distributed team of Elasticians across 30+ countries (and counting), and our diverse open source community spans over 100 countries. Learn more at

To support our continued growth, we are looking for someone to lead the Global Sales Compensation Design and Analytics team. The ideal candidate will be a subject matter expert on how sales compensation plans are designed (components) and constructed (mechanics) across all roles within a Field Organization. Your efforts will drive a cohesive, cross-functional, and global strategy across the entire field organization. We anticipate developing new objectives for existing roles while simultaneously designing for newly created roles in our field organization. As such, this work will require critical thinking and creativity as well as deep analytical skills, attention to detail, efficiency, enthusiasm, and leadership.

You thrive in navigating ambiguity, adapt quickly to a changing environment, take both a regional and global view, are informed by data and have a passion for optimizing processes and evolving structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You love rolling up your sleeves and digging into the data to provide impactful insights and put forward prescriptive action plans that help us lead the business in a proactive manner. You influence the organization by garnering alignment to standard methodologies and implementing plans to address areas of concern.

What you will be doing:

  • Serve as a specialist for all comp plans, understanding key compensation plan drivers and being proactive in relating any plan design issues to sales and finance leadership, customize and recommend spiffs or other incentives to drive sales of specific products or new sales behaviors, and recommend solutions to any technical challenges related to the administration of sales comp.
  • Lead two distinct teams within the Global Sales Compensation org: 1) Sales Comp Design and 2) Sales Comp Administration.
  • Lead all aspects of the sales compensation planning cycle with the field leadership.
  • Be the primary Sales Compensation business partner to Finance, Sales Leadership, and HR.
  • Build and scale all facets of our Global Sales Comp function from how we craft comp plans to how we assign quotas and coordinate the monthly commission cycle through our next phase of growth.
  • Implement improvements to the monthly operational process that increases transparency, better enables the field to understand how their plan works and provides an environment where the field can access and review all underlying details within their comp plan in a self-service manner.
  • Scale and evolve our internal controls environment for SOX compliance and quality assurance.
  • Deliver quarterly field attainment and performance reviews to our field leadership team.
  • Deliver insights and analytics around the efficiency of our compensation plan measures and all related Key Performance Indicators such as attainment reporting and dashboards.
  • Own and provide both attainment forecasts and commission expense forecasts to Sales Finance (FP&A) as part of the monthly expense forecast and budget setting process.
  • Drive the quota setting process for all roles, regions, and segments supporting and partnering with each of the regional and functional go to market Sales leaders and the Sales Strategy team.
  • Assign quotas, rates, and issue comp plans for all new hires and/or plan adjustments during the year.
  • Develop mid-period incentives where appropriate and analyze the effectiveness of such programs when deployed.
  • Become an authority across the compensation landscape with a comprehensive understanding of processes and drivers. Staying flexible including recommending SPIF or other options to drive unique products or alternative sales behaviors.
  • Drive standard methodologies for incentive compensation plan design (pay mix, metrics, weight & mechanics, etc.), implementation, communication, and administration; ensuring sales incentive compensation plans alignment with business strategy and organizational goals.
  • Hire, train, and mentor a team of 6+ comprising Senior Analysts and Senior Managers.

What you bring along:

  • Bachelor's degree (e.g. Business Administration, Economics, Mathematics, Finance, Accounting)
  • Understanding and experience with sales compensation structures and mechanics (e.g., plan components and weights, pay mix, leverage, quotas, MBOs, crediting, accelerators)
  • Prior ownership and implementation, consistent execution, and accurate measurement of sales incentive programs
  • Strong analytical skills including advanced modeling and SQL skills as it pertains to comp plan design, quota setting, and attainment tracking. Focus on accuracy and process standardization
  • Excellent written and verbal communication. Consensus builder with executive presence to communicate and gain alignment across leadership on compensation plan and quota recommendations
  • Strong executive presence and communication skills to simplify complex topics to an executive audience.
  • Strong personal code of ethics, integrity, diversity, and trust. Strong references from former employers and business partners; passion for building relationships

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Double your charitable giving — we match up to 1% of your salary
  • Up to 40 hours each year to use toward volunteer projects you love
  • Embracing parenthood with minimum of 16 weeks of parental leave

Elastic is an Equal Employment employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. Elastic also makes reasonable accommodations for disabled employees consistent with applicable law.


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