Director, Sales Incentive Strategy & ICM

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Director, Sales Incentive Strategy & ICM

Director, Sales Incentives Strategy & ICM

Overview
The Director is responsible for aligning our Sales Incentives Strategy to operational excellence in deploying the SAP SuccessFactors Incentive Management in support of the Global Sales Incentives Program.

The primary objectives of this role are to:
• Own, plan and drive the strategic direction, operational efficiency, and roadmap to deploy operations of the company's sales compensation, commissions, and variable pay programs.
• SAP ICM Operations: Oversee end-to-end administration, including system and sales plan configuration, data interface integration, and commission performance reporting capabilities to ensure accuracy and efficiency.
• Establish an operating model for plan deployment across: intake, prioritization, backlog management, governance, and release cadence. Ensure proper use of development, test and production environments.
• Oversee ICM plan design enablement, configuration, testing, and go-live execution in partnership with Compensation/Total Rewards, Sales Ops, and Finance; specifically the annual sales incentive and sales awards program configuration.
• Support Territory & Quota system and data integration, versioning, approvals, and downstream alignment with compensation plans and reporting.
• Own configuration for repeatable plan constructs across the generalist / specialist sales compensation overlay design including: pay-curve configuration, crediting rules across territory and ICM, analyze and question availability of data and alignment to selling roles in partnership with sales comp design.
• Own data interfaces with potential acquisitions to support transition of sales incentive programs.
• Accountable for ICM operations: incident management, problem management, change/release management, and performance SLAs.
• Create robust controls for pay-impacting processes (ICM): auditability, validation, reconciliation, approvals, and segregation of duties.
• Maintain configuration integrity, documentation, and knowledge management across modules and integrations.
• Ensure compliance with applicable policies and regulations (privacy, security, SOX where relevant), including access controls, role-based permissions, and audit readiness.
• Establish governance for compensation and quota cycles (calendar, cutoffs, signoffs, exception handling, and post-cycle retrospectives).
• Partner with appropriate stakeholders to ensure reliable interfaces across Workday, payroll, Oracle and Hyperion Financials, Salesforce, data lake/warehouse, and reporting tools.


All About You
• 10–15+ years leading sales incentive management, territory and quota applications in a complex enterprise environment
• Proven leadership operating Sales Performance Management capabilities, specifically ICM (incentive compensation) and territory/quota processes.
• Ability to analyze data availability for sales incentives plan design and risks in plan design and/or calculation methodology (e.g. split-crediting, generalist / specialist crediting, cut-in and acceleration methodologies).
• Strong understanding of compensation operations, governance, and controls for pay-impacting systems and calculations.
• Experience leading cross-functional programs with P&C, Sales Excellence, Finance, and IT, including global stakeholder management.
• Demonstrated capability in roadmap prioritization, and product/service operating models.
• Solid grasp of integrations, data architecture concepts, identity/access controls, and reporting/analytics patterns.
• Proven success drawing insights from data and reflecting them into solutions and strategies.
• Able to synthesize multiple business factors to develop differentiating insights that in turn promote transformational approaches to grow the business and deliver superior solutions.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard’s security policies and practices;

• Ensure the confidentiality and integrity of the information being accessed;

• Report any suspected information security violation or breach, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.

Pay Ranges

Boston, Massachusetts: $168,000 - $269,000 USD