Director, Sales & Professional Services Compensation
Ellie Mae, Inc.
May 17, 2018
Full Time - Experienced
Area of Responsibility:
4 Year Degree
Ellie Mae (NYSE:ELLI) is the leading cloud-based platform provider for the mortgage finance industry. Ellie Mae’s technology solutions enable lenders to originate more loans, reduce origination costs, and reduce the time to close, all while ensuring the highest levels of compliance, quality and efficiency. Visit ? EllieMae.com or call ?(877) 355-4362 to learn more.
Ellie Mae is seeking a Director, Sales and Professional Services Compensation to be responsible for managing Ellie Mae’s Sales and Professional Services compensation program from design through execution and administration in Xactly, ensuring integration of data in Workday, Salesforce and Xactly. This includes creating needed analytics to measure and monitor the effectiveness of the plans by developing compensation dashboards, analytics, policies, commission plans, MBO bonuses, temporary incentives (“SPIFFs”). Collaboration with the functional leaders in Sales, Client Relationship Management and Professional Services in design and program management, including training, delivery and record keeping is essential. The candidate should be familiar with how financial technology companies go to market in order to align incentives across roles and be ready to keep our executive team abreast of trends, success and obstacles by using performance analytics to make recommendations for incentive plan fixes as needed. The candidate must be able to build consensus with leadership around recommendations and manage projects to on-time completion. This role works closely finance and accounting to administer, accrue and pay on the plans on a timely and accurate basis.
Position can be remote with 25% travel to HQ in Pleasanton, CA.
Primary Responsibilities & Objectives
Ability to understand sales strategy and synthesize how sales and services compensation can drive behaviors
Creating levers and recommendations on metrics to encourage various sales and professional services roles (field sales, pre-sales, channels, inside sales, renewals, services sales and sales management) from designing quotas, accelerators and rate sheets, capturing components and caveats, calculating return on annual contract revenues versus multi-year recurring sales, implementation of professional services versus optimization services, sales of enterprise technical support and education
Reviewing and evaluating sales, business development and services jobs, position descriptions, job families, job and survey matching and market data to make recommendations in support of total rewards philosophy and organization budgets
Documenting a sales and services incentive compensation review and SOX process and establishing a regular cadence for review, updating and performing SOX procedures, collaboratively with participation of key stakeholders and the Sales and Services Compensation Governance Committee
Leading cross-functional processes with HRBP, IT, Legal, Finance and Sales Operations to ensure sales approval hierarchies and compensation data in all relevant systems are aligned with proper crediting
Assessing the effectiveness of current incentive plans in driving desired behaviors and meeting sales strategies, including but not limited to national distribution of resources against current goals, percent of account executives against quotas, territories and opportunities, and explanations for unexpected variances
Reviewing insights from external benchmark Sales and Professional Services Compensation surveys to provide an external point of view on Sales and Professional Services compensation trends
Briefing sales leadership on current sales and services performance and obstacles, including enhancing our sales dashboards and identifying area for improvements
Working closely with finance to accrue, predict, model and book sales and services compensation costs
Designing temporary incentive programs (e.g. SPIFFs), and intake criteria for qualifying, measuring success and communicating achievements and payouts
Collaborating with the leadership team to identify and develop Sales and Professional Services Compensation training, resources and communication materials for Sales and Professional Services Kickoff, and Circle of Excellence
Communicating with field and relevant stakeholders on policies, territories, accounts, and program changes in a compelling and effective manner
Keeping up with current developments in Labor and Employment Law as it relates to sales and services compensation and revenue and tax accounting and proposing recommendations for how Ellie Mae may stay compliant
Basic Skills & Qualifications
10+ years Sales and Professional Services Compensation management and administration experience
Strong understanding of Xactly Incent Compensation (or other sales incentive compensation systems) processes and data, especially as related to compensation administration, structuring and overseeing the sales team performance & Sales & Professional Services Compensation process
Salesforce and Workday experience preferred
Excellent analytical, problem solving, written, and oral communication skills
Strong interpersonal skills with the ability to collaborate with team members and adapt, understand, develop and prioritize technology and process solutions for business needs
Lead Sales & Professional Services Compensation programs including the creation of innovative, competitive, and performance-driven Sales & Professional Services Compensation plans
Participate in the strategy, design, and implementation of Sales & Professional Services Compensation programs and policies
Must possess strong ethical standards regarding the handling of confidential information
Must possess advanced proficiency in MS Excel, what if modeling and goal seeking techniques
Excellent communication and presentation skills required
Ellie Mae is an Equal Opportunity/ Affirmative Action Employer. Minorities, Females, Disabled and Veterans are encouraged to apply.
We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.
Employer will assist with relocation costs.
Internal Number: 180481
About Ellie Mae, Inc.
At Ellie Mae, we’ve been changing what’s possible in the mortgage business since 1997. And while the industry has changed, our mission to automate mortgages so lenders can achieve compliance, quality and efficiency hasn’t. Nor will it. We serve banks, credit unions and mortgage companies of all sizes. We’re committed to our clients. We’re committed to the mortgage business. And we’re committed to innovating how mortgage professionals work, and work together, to originate, process and close high-quality, compliant loans.Ellie Mae’s north star is to automate everything automatable in the residential mortgage industry.