Application Guide
How to Apply for Lead Sales Compensation Design Manager
at Workiva
🏢 About Workiva
Workiva is a leader in integrated ESG reporting, helping organizations streamline climate impact and compliance disclosures. With a remote-first culture and a focus on innovation, it offers a mission-driven environment where your work directly supports global sustainability goals.
About This Role
This role designs competitive incentive compensation plans for all global sales roles, partnering with VP-level leadership to translate business objectives into scalable structures. You'll own the cost model, conduct advanced financial analysis, and present strategic cases to the steering committee, making a direct impact on sales performance and company growth.
💡 A Day in the Life
Your day might start with a cross-functional meeting with sales leadership to discuss quota adjustments, followed by building Excel models for a new territory plan. After lunch, you'd present a cost analysis to the steering committee, then collaborate with HR to finalize plan documentation for a regional rollout.
🚀 Application Tools
🎯 Who Workiva Is Looking For
- 5-7+ years in sales compensation design within complex global environments, preferably at SaaS or ESG-focused companies.
- Expert in Excel/Google Sheets for modeling and PowerPoint/Google Slides for executive presentations; Xactly and Salesforce experience a plus.
- Strong analytical skills with proven ability to conduct scenario planning, quota attainment modeling, and cost analysis.
- Trusted advisor with experience influencing senior sales leadership and translating business goals into compensation structures.
📝 Tips for Applying to Workiva
Tailor your resume to highlight global compensation design experience, not just operations or finance.
Quantify achievements in your past roles (e.g., 'Designed plans covering 500+ reps across 10 countries, reducing attrition by 15%').
Mention any experience with ESG or sustainability-related sales roles, as Workiva focuses on this niche.
Showcase your Xactly and Salesforce proficiency explicitly, even if briefly, to match the job requirements.
In your cover letter, connect your compensation design work to driving business outcomes like revenue growth or retention.
✉️ What to Emphasize in Your Cover Letter
['Emphasize your experience designing global incentive plans and your ability to model costs and scenarios.', 'Highlight your role as a trusted advisor to sales leadership, with examples of influencing strategic decisions.', "Demonstrate familiarity with Workiva's ESG mission and how compensation can align with sustainability goals.", 'Showcase your analytical rigor and executive communication skills, as the role involves presenting to steering committees.']
Generate Cover Letter →🔍 Research Before Applying
To stand out, make sure you've researched:
- → Read Workiva's latest ESG reports and understand their product offerings (e.g., Workiva Carbon, ESG reporting platform).
- → Research Workiva's sales structure: go-to-market strategy, typical sales roles, and global footprint.
- → Look into Workiva's culture: remote-first policies, Glassdoor reviews, and recent news or awards.
- → Understand the competitive landscape for ESG reporting tools and how Workiva differentiates.
💬 Prepare for These Interview Topics
Based on this role, you may be asked about:
⚠️ Common Mistakes to Avoid
- Don't focus on generic sales operations tasks; emphasize compensation design and financial modeling.
- Avoid lacking specifics: provide concrete examples with numbers and global scope in your responses.
- Don't overlook the ESG angle: failing to mention how you'd align comp with sustainability goals can seem out of touch.
📅 Application Timeline
This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.
Typical hiring timeline:
Application Review
1-2 weeks
Initial Screening
Phone call or written assessment
Interviews
1-2 rounds, usually virtual
Offer
Congratulations!