Director, Sales

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Job Category:
Finance

The Director, GIC Operations Excellence is a senior operational leader responsible for building and leading a new team within Salesforce's Global Incentive Compensation (GIC) organization, purpose-built to drive innovation across incentive compensation operations and processes. This role sits at the intersection of operational strategy, data analytics, AI, and process engineering—and is charged with fundamentally modernizing how GIC Operations works to provide world‑class incentive compensation support to a global team of 39,000 sellers.

• Leading and growing a high‑performing Ops Excellence team that becomes a force multiplier for the broader GIC organization.
• Delivering measurable reductions in manual effort, processing time, and error rates across GIC's core operational workflows.
• Establishing a culture of continuous improvement and innovation that is embedded into how GIC operates day‑to‑day.
• Becoming a trusted, influential partner to GIC leadership and cross‑functional stakeholders (Sales, Sales Ops, Technology, HR, Finance) on operational strategy.
• Championing data and AI as tools that democratize insights and accelerate execution across the GIC team.

• Own both the strategic vision and hands‑on execution of operational transformation, including standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model.
• Diagnose operational friction across GIC's workflows and build a prioritized roadmap of improvement initiatives.
• Partner deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross‑functional teams to align on priorities, resources, and outcomes.
• Turn ideas into pilots, pilots into programs, and programs into durable operating infrastructure.

• Lead end‑to‑end process mapping of GIC's core operational workflows, documenting current‑state processes, identifying bottlenecks and redundancies, and designing future‑state solutions.
• Partner with functional leaders across GIC to understand pain points, prioritize improvement opportunities, and drive structured problem‑solving.

• Identify and execute opportunities to automate manual, repetitive, or error‑prone processes across the GIC operational lifecycle.
• Champion the use of AI tools—including Agentforce and generative AI—to improve how GIC teams access information, resolve cases, issue plans, and support sellers.
• Partner with GIC's technology and analytics teams to scope, test, and deploy automation and AI solutions.

• Leverage data to quantify operational inefficiencies, set baselines, and measure the impact of improvement initiatives.
• Build reporting frameworks that give GIC leadership real‑time visibility into operational health, workload, and process performance.

• Drive alignment across GIC, Sales Operations, Finance, HR, and Technology on process improvement priorities and shared infrastructure investments.
• Lead change management for new tools, processes, and operating models—ensuring adoption is fast, smooth, and well‑supported.
• Represent GIC Ops Excellence in senior leadership forums and cross‑functional planning discussions.

• Build, recruit, mentor, and develop a new team of operations and transformation professionals.
• Establish a team culture grounded in curiosity, rigor, and execution—where bold ideas are welcomed and follow‑through is expected.

• 10+ years of progressive experience in incentive compensation operations, strategy, and/or technology, with meaningful exposure to process transformation and/or technology‑enabled change.
• 3+ years of people management or team leadership experience.
• Deep understanding of incentive compensation operations, systems, and/or sales compensation design.
• Demonstrated track record of successfully designing and implementing process improvements that reduced…