Director, Sales Compensation & Policy Governance

We are seeking a strategic and results-driven Director, Sales Compensation & Policy Governance to lead and manage the design, implementation, and optimization of the company's growth policies and variable compensation plans. This role is an experienced leader who has worked in high growth organizations to drive behavior that supports internal goals and adheres to public-company compliance. This individual will be responsible for ensuring that our policies support business objectives, represent industry best practices, and that incentive and bonus structures effectively drive performance, and enhance employee motivation across all levels. The Director will collaborate with leadership, finance, and HR teams to create compensation structures that support both short- and long-term business growth.

Duties and Responsibilities:

• Provide strategic direction over our incentive compensation philosophy aligned to our growth needs, weighing alternative revenue models and alignment to company revenue goals
• Define our Bookings philosophy and manage Bookings policies that align with business strategy and best practices; partnering with Finance and Legal to implement Develop annual compensation structures that drive desired business outcomes based on sales targets and key metrics
• Work closely with the President and CFO to ensure compensation programs are competitive, sustainable, and aligned with overall business strategy
• Work with the Finance organization to ensure proper funding and alignment between variable compensation and overall financial performance
• Partner with cross-functional stakeholders to define a total compensation strategy
• Drive innovation in incentive structures to align with evolving business needs and emerging trends throughout our business lines. 
• Develop and lead communication strategies to effectively explain and promote variable compensation programs across the organization. 
• Manage Bookings policies, annually making updates that align with business strategy and best practices; partnering with internal teams to implement 
• Manage change management initiatives aligned to shifts in compensation structures, ensuring smooth transitions and clear education around changes and impacts
• Lead the integration and automation efforts for financial tooling (e.g., Anaplan) to streamline compensation processes and ensure accurate, real-time tracking
• Analyze compensation program effectiveness, providing data-driven insights to optimize incentive structures
• Establish clear and measurable performance metrics for variable compensation programs across all levels of the organization
• Regularly assess and adjust compensation plans to ensure they effectively drive performance and remain competitive in the marketplace
• Conduct regular market analyses and benchmarking to ensure the company’s variable compensation structures are competitive within the market
• Identify opportunities for continuous improvement in policies, variable compensation strategy, processes, and systems
• Manage the day-to-day activities of the team, including task delegation, conducting training and onboarding as needed, setting goals and supporting team members in achievement, conducting regular performance reviews

Qualifications:

• Bachelor’s degree
• 10+ years experience in Incentive Compensation, Revenue Operations, Sales Operations, or similar function
• 5+ years experience in healthcare, specifically in high growth health-tech industry
• Strong track record of success in preparing content for executive audiences
• Experience in developing and implementing multiple types of variable compensation plans
• Growth mindset
• Natural orientation to big picture thinking: the ability to see the forest for the trees and bring focus to big rocks that will make highest impact
• Successful experience working with cross-functional decision makers and building leadership confidence
• Successful team management experience
• Ability to perform multiple projects simultaneously and creatively execute projects
• Proactive and relentless: independently capable of seeking information in an unstructured environment, solving conceptual problems, corralling resources, and delivering results in challenging situations
• Strong bias for action and ability to prioritize and execute

Physical/Cognitive Requirements:

• Prompt and regular attendance at assigned work location
• Ability to thrive in a fast-paced, high-intensity work environment
• Ability to remain seated in a stationary position for prolonged periods
• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required
• Ability to interact with leadership, employees, and members in an appropriate manner.

The United States new hire base salary target ranges for this full-time position are:

Zone A: $161,410 - $228,000 + equity + benefits

Zone B: $177,551 - $250,800  + equity + benefits

Zone C: $193,692 - $273,600 + equity + benefits

Zone D: $209,833 - $296,400 + equity + benefits

This range reflects the minimum and maximum target for new hire salaries for candidates based on their respective Zone. Below is additional information on Included Health's commitment to maintaining transparent and equitable compensation practices across our distinct geographic zones.

Starting base salary for the successful candidate will depend on several job-related factors, unique to each candidate, which may include, but not limited to, education; training; skill set; years and depth of experience; certifications and licensure; business needs; internal peer equity; organizational considerations; and alignment with geographic and market data. Compensation structures and ranges are tailored to each zone's unique market conditions to ensure that all employees receive fair and competitive compensation based on their roles and locations. Your Recruiter can share your geographic zone alignment upon inquiry.

Benefits & Perks:

In addition to receiving a competitive base salary, the compensation package may include, depending on the role, the following:

Remote-first culture401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Full suite of Included Health telemedicine (e.g. behavioral health, urgent care, etc.) and health care navigation products and services offered at no cost for employees and dependents

Generous Paid Time Off ("PTO") and Discretionary Time Off ("DTO")

12 weeks of 100% Paid Parental leave

Family Building Benefit with fertility coverage and up to $25,000 for Surrogacy & Adoption financial assistance

Compassionate Leave (paid leave for employees who experience a failed pregnancy, surrogacy, adoption or fertility treatment)

11 Holidays Paid with one Floating Paid Holiday

Work-From-Home reimbursement to support team collaboration and effective home office work

24 hours of Paid Volunteer Time Off ("VTO") Per Year to Volunteer with Charitable Organizations

Your recruiter will share more about the specific salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.