Senior Director, Sales Compensation

Overview
We are seeking a strategic, highly analytical, and hands-on leader to own market sizing, quota strategy, and growth intelligence as part of the Sales Compensation & Revenue Management organization. The Sr Director, Sales Compensation is accountable for personally building and maintaining the core TAM, SAM, and SOM models, translating market opportunity into executable quota and capacity plans, and delivering data-driven insights that directly advise executive decisions around growth, investment, and go-to-market strategy.


You will lead as a player-coach, working directly alongside your team to both develop and operationalize market and quota strategies. This includes hands-on ownership of models, assumptions, analyses, and outputs-not just setting direction. You will partner closely with Sales, Finance, Marketing, Product, and Sales Compensation to ensure tight alignment between market opportunity, revenue commitments, and real-world execution.


This role owns both the strategic definition and operational execution of market sizing and quota frameworks, including ongoing maintenance and refinement.



What You'll Achieve
This is a highly hands-on leadership role. While you will help shape direction and influence strategy, you are expected to personally build, analyze, and maintain the core models, analyses, and outputs-working directly alongside your team. This is not an advisory-only role. Success requires deep execution, technical ownership, and day-to-day involvement in the work, not just setting strategy and delegating execution.



Responsibilities:

• Personally develop, implement, and maintain the enterprise-wide methodology for TAM, SAM, and SOM, building and owning the underlying models using both top-down (industry research, third-party data) and bottom-up (CRM, pipeline, historical sales performance) approaches.
• Directly own and operate the ongoing refresh, validation, and governance of market models based on new data, product launches, competitive dynamics, and strategic shifts.
• Build and maintain detailed market segmentation frameworks across geography, vertical, product capability, and go-to-market constraints.
• Partner closely with Marketing, Product, and Sales to align on ideal customer profiles (ICP), translating qualitative inputs into quantitative, executable market models.
• Individually construct and maintain financial, capacity, and forecasting models that translate market opportunity into revenue potential and quota frameworks.
• Ensure TAM, SAM, and SOM insights are fully operationalized into planning, forecasting, and long-range growth assumptions-not left as standalone analyses.

Quota Strategy & Planning

• Own and implement the end-to-end lifecycle of quota strategy, including design, execution, rollout, and in-year maintenance.
• Personally design, build, and document quota-setting methodologies, ensuring quotas are grounded in market opportunity, sales capacity, and revenue commitments.
• Partner with Sales Leadership, Finance, and Sales Compensation to translate market and capacity insights into working quota models, files, and system logic.
• Directly manage and produce quota allocation outputs across teams, roles, and segments, ensuring consistency, scalability, clarity, and accuracy.
• Personally lead and complete annual and in-year quota updates, adjustments, and rebalancing driven by market changes or organizational shifts.
• Serve as the senior issue point for sophisticated quota design, sizing, and allocation questions, actively modeling and solving issues rather than delegating execution.

Qualifications:

• Bachelor's degree in Business, Finance, Economics, or a related field (or equivalent experience).
• 10+ years of experience across sales compensation, sales operations, finance, strategy, or market analytics.
• 5+ years of experience leading teams, including people managers.
• Deep expertise in quota methodologies, compensation design, and incentive governance.
• Strong experience with market sizing, quota methodologies, and capacity modeling.
• Sophisticated financial modeling and forecasting skills.
• Deep experience with CRM and analytics tools (e.g., Salesforce, Tableau, Power BI, Anaplan).
• Exceptional communication skills and ability to influence across a matrixed organization.

Click here to view how Epsilon transforms marketing with 1 View, 1 Vision, 1 Voice.


Base Salary: $132,800 - $246,600


Actual compensation within the range will be dependent upon, but not limited to the individual's skills, experience, qualifications, location and application employment laws. The salary pay range is subject to change and may be modified at any time.



Additional Information

When You Join Us, We'll Create Something EPIC Together
Epsilon is a global data, technology and services company that powers the marketing and advertising ecosystem. For decades, we've provided marketers from the world's leading brands the data, technology and services they need to engage consumers with 1 View, 1 Vision and 1 Voice. 1 View of their universe of potential buyers. 1 Vision for engaging each individual. And 1 Voice to harmonize engagement across paid, owned and earned channels.


Epsilon's comprehensive portfolio of capabilities across our suite of digital media, messaging and loyalty solutions bridge the divide between marketing and advertising technology. We process 400+ billion consumer actions each day using sophisticated AI and hold many patents of proprietary technology, including real-time modeling languages and consumer privacy advancements. Thanks to the work of every employee, Epsilon has been consistently recognized as industry-leading by Forrester, Adweek and the MRC. Epsilon is a global company with more than 9,000 employees around the world.


Our pillars aren't just words. They're how we show up every day.

• People centricity: We focus on employee well-being in an environment where colleagues truly care about each other.
• Collaboration: We work together, support one another, and collectively achieve goals.
• Growth: There are endless opportunities for growth through learning, development and career advancement.
• Innovation: We drive progress through modern solutions and forward-thinking approaches.
• Flexibility: We've created a balance between work and personal life, and we encourage adaptability to solve problems creatively.

Our values guide us to bring value for our clients, our people and consumers.

• Act with integrity
• Work together to win together
• Innovate with purpose
• Respect all voices
• Empower with accountability

These pillars and values are our foundation-shaping our culture, guiding our decisions, and uniting us in common purpose.



Because You Matter
As an Epsilon employee, you deserve perks and benefits that put you, your family and your finances first. Our benefits encompass a wide range of offerings, including but not limited to the following:

• Time to Recharge: Flexible time off (FTO), 15 paid holidays
• Time to Recover: Paid sick time
• Family Well-Being: Parental/new child leave, childcare & elder care assistance, adoption assistance
• Extra Perks: Comprehensive health coverage, 401(k), tuition assistance, commuter benefits, professional development, employee recognition, charitable donation matching, health coaching and counseling

Epsilon benefits are subject to eligibility requirements and other terms.



Epsilon is an Equal Opportunity Employer. Epsilon's policy is not to discriminate against any applicant or employee based on actual or perceived race, age, sex or gender (including pregnancy), marital status, national origin, ancestry, citizenship status, mental or physical disability, religion, creed, color, sexual orientation, gender identity or expression (including transgender status), veteran status, genetic information, or any other characteristic protected by applicable federal, state or local law. Epsilon also prohibits harassment of applicants and employees based on any of these protected categories. Epsilon will provide accommodations to applicants needing accommodations to complete the application process. Please get in touch with [email protected] to request an accommodation.



For San Francisco Bay and Los Angeles Areas: Epsilon will consider for employment qualified applicants with criminal histories in a manner consistent with the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance and San Francisco Police Code Sections 4901-4919, commonly referred to as the San Francisco Fair Chance Ordinance. Applicants with criminal histories are welcome to apply.


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