For decades, DTN has been the silent force behind some of the world’s most critical industries—helping businesses navigate complexity, uncertainty, and risk with smarter, faster decisions. From agriculture to energy to weather intelligence, our proprietary Operational Decisioning Platform transforms raw data into decision-grade insights—enabling companies to optimize supply chains, ensure market stability, and safeguard infrastructure against disruption. We don’t follow trends—we set the standard for precision, trust, and operational impact.
DTN is at an exciting inflection point. Building off a foundation of financial strength, profitability, and industry trust, we’re accelerating growth and expanding our global footprint. Our purpose-built solutions—powered by AI and honed by decades of vertical expertise—are helping some of the world’s most significant enterprises thrive amid operational constraints and uncover new opportunities in a fast-changing world.
Job Description:
DTN is hiring a Commercial Compensation Lead is responsible for the strategic design, governance, financial modeling, and continuous optimization of global commercial compensation programs that directly influence revenue growth, seller behavior, and company profitability.
This role operates as a subject matter expert and strategic advisor, shaping incentive philosophy, influencing executive decisions, and driving scalable sales compensation infrastructure across the organization. This role partners closely with Sales, Finance, Marketing, HR, and Executive stakeholders to ensure incentive strategy aligns to go-to-market priorities, financial targets, and long-term business objectives.
Key Responsibilities
Sales Compensation Strategy, Design & Governance
Lead enterprise-wide annual commercial compensation strategy and plan architecture aligned to evolving GTM and growth strategy
Translate company strategy into incentive structures that drive desired sales behaviors and revenue outcomes
Architect compensation frameworks including pay mix philosophy, accelerators, multipliers, thresholds, caps, guarantees, and crediting rules
Partner with executive leadership on trade-offs between revenue growth, cost of sales, and performance differentiation
Lead financial modeling of compensation scenarios, including cost of sales forecasting and sensitivity analysis
Drive quota-setting methodology and capacity planning alignment
Establish governance frameworks, change control standards, and documentation rigor
Serve as the enterprise subject matter expert on incentive design principles
Commission Operations & Financial Stewardship
Own end-to-end quarterly commission calculation process and ensure enterprise-level accuracy and compliance
Develop and oversee commission forecasting models and cost-of-sales projections
Establish data validation standards across CRM, Finance, and payroll systems
Partner with Finance on accrual forecasting and payout risk mitigation
Analyze attainment distributions, productivity metrics, payout leverage, and compensation ROI
Identify systemic risks and recommend structural adjustments to improve plan effectiveness
Short-Term Incentive & Performance Programs
Design strategic SPIFF and performance accelerator programs aligned to growth initiatives
Ensure SPIFFs are financially disciplined and performance-driven
Measure effectiveness, behavioral impact, and ROI of short-term programs
Establish governance standards for incentive exceptions and discretionary awards
Seller & Leadership Advisory
Serve as the senior escalation point for complex compensation inquiries and disputes
Provide executive-level insight into compensation trends and performance patterns
Educate Sales leaders on incentive mechanics and performance implications
Influence leadership decision-making related to performance management and incentive differentiation
Territory, Coverage & Structural Alignment
Lead compensation alignment to territory and account coverage design
Partner with Sales leadership to evaluate structural fairness, market opportunity distribution, and quota integrity
Analyze territory productivity, white space allocation, and capacity gaps
Ensure crediting rules and compensation design reinforce structural GTM decisions
Systems, Scalability & Continuous Improvement
Identify automation and system enhancement opportunities within compensation processes
Support implementation or optimization of incentive compensation management tools
Develop dashboards and executive reporting frameworks for visibility into cost of sales and attainment health
Drive process simplification and scalability as the organization grows
Qualifications
Required:
8–10+ years of experience in Sales Compensation, Revenue Operations, FP&A, or related analytical discipline
Deep expertise in incentive plan design and financial modeling
Advanced Excel proficiency; experience with BI tools (PowerBI preferred)
Strong working knowledge of CRM systems (e.g., Salesforce)
Experience influencing executive stakeholders
Ability to communicate complex compensation strategy with clarity and authority
Preferred:
Experience in SaaS or recurring revenue models
Understanding of revenue recognition principles
Experience in global incentive plan administration
Experience implementing compensation management platforms
The targeted hiring base pay range for this position is between $96,500 and $128,750. DTN is a pay-for-performance organization, which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors, including but not limited to: prior work experience, training/education, transferable skills, business needs, internal equity and applicable laws. The targeted hiring base pay range is subject to change and may be modified in the future. This role may also be eligible for market competitive variable pay and benefits.
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About DTN:
DTN is a global data and technology company helping operational leaders in energy, agriculture, and weather-driven industries make faster, smarter decisions. Our Operational Decisioning Platform turns complex data into decision-grade insights—empowering customers to expand their margins, accelerate growth, and outpace risk. With more than 1,200 employees globally, DTN serves the companies that feed, fuel, and protect the world.
At DTN, we value clarity, trust, and action. We’re a team of problem-solvers, outcome-drivers, and industry nerds who believe that precision matters – and that mission is at the core of what we do.
Trust Built: We earn it. We keep it. We protect it. Our neutrality, precision, and integrity are non-negotiable.
Confidence-Driven: We help customers move with clarity and conviction. We bring the data and operational knowledge leaders need to act.
Built for Industry: We speak operations because we come from operations. Our expertise is forged in fuel terminals, fields, flight paths, and forecasts.
Future-Forward: We see what’s coming- and we’re ready. We help customers lead through change with smarter decisioning.
Recruitment Fraud Notice:
DTN is aware of incidents where external parties have impersonated our organization, issuing fraudulent communications and/or job offers. Please be advised that all legitimate communication from DTN will come from an official @dtn.com email address or through our Paradox AI automated scheduling platform (Talent IQ). Any offers are extended directly by our Talent Acquisition team following a formal interview process.
If you receive a suspicious message or offer claiming to be from DTN, please do not engage. Contact our Talent Acquisition team at Careers@dtn.com to verify the legitimacy of any communication. Report any fraudulent messaging as phishing or spam.
DTN is an Equal Opportunity Employer. We welcome and encourage applicants of all backgrounds, including minorities, women, veterans, and individuals with disabilities.