Director of Sales Job Kennewick area,Washington USA,Business

Position: Director of Sales Compensation

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, in order to provide world-class incentive compensation support to a global team of 39k sellers
This Director will identify, design, and execute improvements to the end-to-end incentive compensation operational lifecycle: eliminating manual work, automating repeatable processes, and building the infrastructure for a faster, more accurate, and more scalable GIC organization
The role requires deep cross-functional collaboration and the ability to move from strategic vision to on-the-ground execution
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
Standing up and leading the new GIC Ops Excellence team, defining its charter, structure, and operating model
Diagnosing operational friction across GIC’s workflows and building a prioritized roadmap of improvement initiatives
Partnering deeply across GIC functions (Comp Ops, Plan Ops, Analytics, Design/Policy) and with cross-functional teams to align on priorities, resources, and outcomes
Bringing a builder’s mindset: turning ideas into pilots, pilots into programs, and programs into durable operating infrastructure
Process Mapping & Optimization
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
Automation & AI Innovation
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
Data-Driven Decision Making
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
Cross-Functional Collaboration & Change Management
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
Team Leadership & Development
Build, recruit, mentor, and develop a new team of operations and transformation professionals
Establish a team culture grounded in curiosity, rigor, and…