Director, Sales

Position: Director, Sales Incentive Compensation
Location: City of Edinburgh

Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.

For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.

Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.

By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.

This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.

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Future Focused – we accelerate change

Curious – we turn knowledge into action

Role Purpose The Sales Incentive Compensation Director serves as the enterprise authority for global go-to-market compensation strategy, plan architecture, and incentive governance. The role is responsible for designing commercially effective compensation programs that drive predictable revenue outcomes, reinforce strategic priorities, and support long-term organizational growth.

Operating as a senior strategic partner to executive leadership, the Director leads the development, financial modeling, governance, and optimization of all variable compensation programs across the global commercial organization. The role requires deep expertise in sales compensation strategy, strong executive presence, and the ability to influence complex cross-functional decisions across Sales, Finance, HR, and Revenue Operations.

Success in the role requires balancing commercial competitiveness, financial discipline, operational scalability, and organizational alignment while driving confidence through clear executive-level communication, analytical rigor, and disciplined governance.

Key Responsibilities Compensation Strategy & Plan Architecture Lead the end-to-end design, modeling, and strategic evolution of global sales incentive compensation programs across all go-to-market roles

Develop compensation frameworks aligned to corporate growth objectives, sales strategy, productivity goals, and financial targets

Serve as the primary internal authority on compensation philosophy, plan design, policy interpretation, and strategic exception management

Partner with executive leadership to evaluate the commercial and financial impact of compensation structures, accelerators, quotas, overlays, bonus programs, and strategic incentives

Drive enterprise-wide consistency and scalability across compensation structures while balancing regional and functional requirements

Reduce dependency on external consultants through development of internal strategic compensation expertise

Financial Modeling & Commercial Analytics Lead advanced financial modeling, scenario planning, and stress testing of compensation programs to ensure affordability, scalability, and return on investment

Analyze attainment distributions, compensation leverage, productivity trends, and cost-of-sales performance to support executive decision-making

Provide predictive insights into sales behavior, plan effectiveness, and commercial performance risks

Develop executive-level reporting and analytics to support annual planning, forecasting, and ongoing business reviews

Partner closely with Finance and Revenue Operations to align compensation programs with broader operating plans and revenue expectations

Governance, Policy & Operational Oversight Establish and maintain enterprise compensation governance standards, policies, controls, and approval frameworks

Ensure compensation plans, documentation,…