AddressAs the Director of Commissions, you will play a pivotal role in overseeing the development, implementation, and management of commission structures within our organization. This person will be a key member of the leading and building the commissions function on the finance team of one of the fastest growing, B2B SaaS startups to achieve unicorn status. You will work closely with cross-functional teams to ensure accuracy, fairness, and effectiveness in our commission plans. Your expertise will be crucial in optimizing our compensation strategies to drive sales performance and motivate our sales force.
We pride ourselves in our ability to move quickly and get the job done, and are committed to making sure every team member is set up to exceed expectations and learn and grow in their role. This role will report to Drata's SVP of Finance and work cross-functionally to ensure the business is positioned for success from a finance standpoint.
What you'll do:
- Design and develop comprehensive commission structures aligned with organizational goals, sales targets, and business objectives.
- Experience in building and scaling a commissions team in a fast paced, tactical environment.
- Experience in providing guidance, support and mentorship, while collaborating with various departments to enhance the overall efficiency of the commissions structure
- Collaborate with executive leadership, sales management, and finance teams to establish clear commission guidelines and policies.
- Own the implementation of commission plans, ensuring accurate and timely processing of commission payments.
- Maintain and update commission tracking systems and databases to reflect changes in sales performance, quotas, and incentive programs.
- Monitor commission calculations and resolve any discrepancies or issues in a timely manner.
- Analyze sales data and commission metrics to evaluate the effectiveness of commission plans and identify opportunities for improvement.
- Generate regular reports and dashboards to provide insights into sales performance, commission payouts, and trends.
- Prepare and present findings and recommendations to senior management to inform decision-making and strategic planning.
- Ensure compliance with legal and regulatory requirements related to commission structures, including fair labor standards and incentive compensation regulations.
- Implement controls and processes to mitigate risks associated with commission calculations and payments.
- Provide guidance and support to sales teams on commission plans, policies, and processes.
- Conduct training sessions and workshops to educate sales personnel on commission-related matters.
- Serve as a point of contact for inquiries and escalations related to commissions, fostering transparency and trust among employees.
- Review commission payment reports for accuracy and completeness.
- Analyze sales performance results, prepare commission statements, presentations and recommendations for sales and/or finance management.
- Troubleshoot and resolve calculation and/or data errors.
- Manage Sales Promotion, bonus and SPIFF payments.
- Prepare key monthly commission reconciliation reports including reporting of monthly commission and sales attainment metrics.
- Support Finance with ad hoc projects pertaining to commission planning and analysis.
- Work closely with RevOps on maintaining key integrations with direct impact on our commissions tools.
What you'll bring:
- Proven experience in commission management, sales operations, or compensation management, preferably in a leadership role.
- Bachelor's degree in Business Administration, Finance, or related field (Master's degree preferred).
- Strong understanding of sales performance metrics, incentive structures, and commission calculations.
- Expertise in using commission management software and tools (e.g., Salesforce, QuotaPath, Spiff, CaptivateIQ, Xactly).
- Excellent analytical skills with the ability to interpret data, identify trends, and make data-driven decisions.
- Exceptional communication and interpersonal skills, with the ability to collaborate effectively across departments and influence stakeholders at all levels.
- Detail-oriented, organized, and capable of managing multiple priorities in a fast-paced environment.
- Demonstrated leadership abilities with a focus on driving results, fostering teamwork, and promoting a culture of accountability.
- Adapts well to change / thrives in a fast-paced environment.
- Values teamwork and being able to cross collaborate.
Benefits:
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
This role will receive a competitive base salary, benefits, and equity. The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected salary ranges for this role are set forth below.
Tier 1: $187,000 - $231,000
Tier 2: $168,300 - $207,900
Tier 3: $149,600 - $184,800
Hereyou can view which geographic pay tier applies to you, based on where you permanently reside and work. A variety of factors are considered when determining someone's leveling and compensation – including a candidate's professional background and experience. What tier you are aligned to is non-negotiable and is solely dependent on where you permanently reside. These ranges and tier alignments may be modified in the future and final offer amounts may vary from the amounts listed above.
Drata is on a mission to help build trust across the internet.
Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It's a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.
Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
