Director, Global Incentive Compensation & Revenue Planning Innovation

Description The Director, Global Incentive Compensation Innovation operates as a key leader to forge and nurture strategic partnerships and drive targeted, strategic initiatives. This role is a primary strategic partner between the Global Incentive Compensation (GIC) Innovation team and a broad set of cross-functional stakeholders — spanning both Prospect-to-Cash (P2C) teams and functions outside P2C, including Finance, Controllership, Employee Success, Sales, and Go-To-Market Strategy. Our mission is to drive results, influence and advocate for the modernization and scale of our Global Incentive Compensation and Revenue Planning (GICRP) organization and our shared strategic roadmap.

This role is first and foremost a connective one: building trust, surfacing needs, and driving alignment across teams that don't always share the same priorities or reporting lines. Beyond building and running these partnerships, the role also carries direct ownership of Corporate Strategy initiatives and works closely with the VP, GIC Innovation to help drive team priorities and represent the team's interests across the organization.

Key Responsibilities Strategic Business Partnerships

• Serve as the primary point of contact and trusted advisor for Finance, Controllership, Employee Success, Sales, and Go-To-Market Strategy, representing GIC Innovation's priorities while championing partner teams' needs in return.
• Build and maintain durable working relationships across both P2C and non-P2C functions, adapting approach to each team's structure, incentives, and pace.
• Proactively surface partner-team needs, pain points, and upcoming priorities before they become urgent — acting as an early-warning system for the GIC Innovation team.
• Translate cross-functional input into clear requirements, prioritized items, and process improvements.
• Identify friction, misalignment, or competing priorities between partner teams and broker resolutions.
• Act as an escalation point for complex, cross-function, multi-team issues requiring judgment and negotiation.
• Represent GIC Innovation in cross-functional forums, governance bodies, and planning cycles involving these partner teams.

Strategic Program Ownership & Execution

• Own designated Corporate Strategy initiatives end-to-end, from framing through delivery, partnering directly with Corporate Strategy and GICRP leadership to shape priorities and define success criteria.
• Partner with GICRP leadership to scope and stand up new initiatives quickly, defining approach and success metrics even where no existing playbook exists.
• Bring structure to strategic workstreams, including business cases, prioritization frameworks, and leadership reporting.
• Maintain and contribute to programmatic executive-level program status reporting; proactively surface risks, interdependencies, and resource constraints
• Drive results across matrixed teams through influence rather than authority by aligning stakeholders, resolving competing priorities, and mobilizing people and resources to turn influence into tangible progress on complex initiatives.
• Take on high-visibility special projects at the direction of the VP, GIC Innovation; this is a deliberate, ongoing part of the role, not a catch-all. Expect to be pulled into new strategic problems as the business evolves.
• Apply rapid delivery cycle principles — defining MVPs, phased rollouts, and clear go/no-go gates for each initiative
• Champion AI-first approaches to process design and execution, identifying opportunities to automate, augment, or accelerate work
• Contribute insights from corporate initiative delivery to the broader GICRP portfolio — identifying patterns that suggest systemic process or policy improvement opportunities

Qualifications Required Experience

• 12+ years of experience in business operations, go-to-market strategy, incentive compensation and revenue planning, revenue operations, or a related field, with direct exposure to Corporate Strategy, Sales, and Finance functions.
• 5+ years leading cross-functional teams in delivery of large-scale, enterprise-wide initiatives in complex global organizations
• Demonstrated success building and sustaining cross-functional partnerships across teams with differing priorities, incentives, or reporting structures.
• Experience owning and driving strategic initiatives end-to-end, from ambiguous problem framing to structured execution, maintaining rapid delivery momentum.
• Strong business acumen with the ability to connect corporate strategy to operational execution
• Experience partnering with Employee Success, Sales, P2C, GTM Strategy, and Finance teams on process or policy matters.
• Comfortable operating with ambiguity and moving fluidly between advisory and direct-ownership modes.
• Demonstrated experience applying AI-first thinking to redesign business workflows or accelerate outcomes.

Preferred Qualifications

• Background in GTM strategy, M&A or enterprise-wide transformation work.
• Familiarity with the Salesforce GICRP/P2C ecosystem (Annual Sales Planning, Incentive Compensation, Territory, Quota, etc.).
• Familiarity with Agile/SAFe delivery frameworks
• Track record managing initiatives touching AI, automation, or digital transformation

Critical Leadership Competencies

• Relationship-building and stakeholder management across diverse, non-aligned teams
• Strategic influence without direct authority
• Enterprise process thinking
• Program execution and ownership
• Judgment under ambiguity
• Executive communication

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records. In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.