Principal Sales Compensation Design

Intuit's sales compensation team sits at the intersection of strategy, operations, and seller experience - turning GTM vision into the incentive structures that motivate and reward our commercial talent across Direct, SMB, and Channel/Partner motions. As a Principal on the Sales Compensation Design team, you'll own the design and governance of incentive compensation programs that drive results for GBSG's full sales organization. This is high-visibility, high-impact work at the heart of how Intuit grows.

Responsibilities

Incentive plan design

• Lead the design of incentive compensation structures for quota-bearing ICs, overlay specialists, and field leadership across direct and indirect selling motions - including accelerators, SPIFFs, and co-sell frameworks
• Analyze seller performance data and market benchmarks to identify plan design gaps and drive continuous improvement in incentive effectiveness
• Translate GTM strategy changes - new segments, product launches, coverage model shifts - into comp plan updates delivered with speed and accuracy
• Partner with HR Total Rewards and Finance to align OTE positioning, pay mix, and leverage to market benchmarks and internal equity standards

Analytics and seller transparency

• Develop advanced models to predict comp program performance and incentive ROI; conduct experiments to validate design decisions and surface improvement opportunities
• Build real-time earnings visibility for sellers and managers - attainment tracking, quota-to-payout reconciliation, and mid-period performance insight
• Translate complex compensation data into clear executive-ready narratives; recommend plan design improvements grounded in evidence

Governance, controls, and compliance

• Build and maintain documentation for comp plan design, cross-functional approval workflows, and version control; support audit-ready governance practices
• Lead dispute resolution analysis with defined SLAs and consistent outcomes; partner with Legal and Finance on compliance requirements across geographies
• Drive the comp plan approval workflow - plan documentation, cross-functional review, legal sign-off, and change management

ICM platform and operations

• Partner with technology and engineering teams on ICM platform modernization - including CRM and HR system integrations, payout automation, and expansion to previously manual populations
• Establish operational discipline around monthly payout processing, exception handling, audit trails, and continuous workflow improvement
• Use tools and technology to develop and direct strategic initiatives; collaborate with peers and stakeholders to solve complex platform and process challenges

Cross-functional partnership

• Serve as a trusted compensation authority for Sales, Finance, HR, and Legal - persuading stakeholders to adopt new frameworks and approaches with clear, data-driven rationale
• Motivate stakeholders to support initiatives, build relationships with leaders across the organization, and develop clear processes to track progress and manage alignment risks
• Operate as a key partner to Channel Sales leadership, ensuring indirect seller incentives are purpose-built for partner go-to-market motions

Qualifications

• 10+ years in sales compensation, incentive compensation management, or revenue operations, with demonstrated experience designing programs at scale (500+ eligible payees, multi-segment)

• Hands-on expertise with at least one enterprise ICM platform (e.g., SAP Commissions, Xactly, Varicent, or equivalent), including configuration, administration, and migration experience

• Proven ability to design incentive structures for both direct and channel/partner sales organizations - including accelerators, SPIFFs, and co-sell frameworks

• Deep knowledge of sales operations; applies that expertise to contribute to department-level goals and plans, and conducts extensive cross-functional investigation to solve complex, undefined problems

• Develops advanced analytical models to predict business trends and recommend technologies for better analysis; communicates complex findings clearly to executive audiences

• Drives strategic priorities to improve efficiency and resource use; identifies and solves ambiguous problems across functions independently

• Experience building or significantly improving ICM governance and controls in a Finance-scrutinized environment

• Background in B2B SaaS, FinTech, or high-growth technology organizations preferred

• Familiarity with SOX-relevant controls in a compensation or Finance operations context a plus

• Comfort using AI tools to accelerate analysis, surface compensation anomalies, model plan scenarios, and improve the quality and speed of compensation insights

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Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit: Careers | Benefits). Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender. The expected base pay range for this position is:

Mountain View, CA: $200,000 - $270,500