Director, Sales Compensation

Staples

Office Supplies

Framingham, MA - USA

Director

Experteer Overview

In this role you will lead the design, execution, and governance of Staples’ sales incentive programs for a national sales organization. You’ll partner with Sales, Finance, HR, and Sales Operations to align plans with company objectives and drive profitable growth. You will own the ICM tech stack (Anaplan, Xactly, Varicent) and governance, analytics, and reporting that enable data-driven decisions. You’ll guide strategic projects such as M&A transitions and GTM model updates, delivering measurable impact and strong execution.

Compensation / Benefits

PTO and holiday schedule
employee discounts
401(k) with company match
health and wellness programs
inclusive culture
associate-led resource groups

Responsibilities

Lead the variable compensation execution team and ensure timely, accurate payments
Design, model, and implement variable compensation plans (commissions, SPIFFs, incentive programs) aligned with business goals
Manage monthly/quarterly close processes including accruals, data validation, payout files, and seller payments
Administer and configure the ICM tech stack (Anaplan, Xactly, Varicent): roadmap, data integrity, user adoption
Apply SOX controls and audit procedures for compensation data; remediate exceptions within 30 days
Draft plan documents, governance charters, and dispute-resolution processes with cross-functional partners; ensure plan-year participant acknowledgement
Develop dashboards/reports providing insights into attainment, performance, and business outcomes
Lead sales-comp workstreams for strategic projects (M&A transitions, new GTM models) delivering on-time, on-budget outcomes
Evaluate compensation plan effectiveness and propose enhancements based on performance and market practices

Key requirements

Bachelor's degree in Finance, Accounting, Economics, Business, HR, or related field or equivalent work experience
10+ years in sales compensation, finance, or related fields
5+ years of leadership experience
3+ years leading implementation/optimization/administration of an ICM platform
Experience with complex transformations (M&A, GTM changes) and managing large compensation budgets
Advanced Excel proficiency
Experience with Anaplan, Xactly, Varicent, or similar ICM platforms
Experience across Sales, Finance, HR, and Operations; presenting to senior leadership

Strategic business acumen Strong analytical and problem-solving Executive presence and influencing capability Anaplan Xactly Varicent

Description

In this role you will lead the design, execution, and governance of Staples’ sales incentive programs for a national sales organization. You…

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