The RealReal · 3 weeks ago
Senior Director, Sales Compensation & Effectiveness
San Francisco, CA
Full-time
Onsite
Director/Executive
$210K/yr - $230K/yr
10+ years expThe RealReal is the world’s largest online marketplace for authenticated, resale luxury goods. In this role, you will lead the design and management of sales compensation plans and territory strategies to drive revenue growth and operational efficiency, collaborating closely with various teams to align with business objectives.
E-CommerceFashionLifestyleMarketplace
Responsibilities
Develop and implement competitive, equitable, and motivating sales compensation plans that align with company goals and industry benchmarks
Analyze compensation structures to ensure they drive desired sales behaviors, support retention, and maximize ROI
Oversee regular reviews and updates to compensation plans to adapt to market trends, business needs, and performance data
Design and optimize sales territory alignments to maximize coverage, efficiency, and revenue potential
Establish fair, achievable, and data-driven quotas that align with company growth objectives and market realities
Leverage data analytics to assess territory performance and adjust strategies as needed
Design sales rep books of business, assess productivity, and oversee the book of business adjustment SOPs and adjustment execution
Build and maintain robust reporting systems to track sales performance, compensation effectiveness, quota attainment and territory productivity
Provide actionable insights to Sales Leadership and Finance to inform strategic decisions
Identify trends, risks, and opportunities through advanced data analysis and forecasting models
Streamline processes for compensation administration, territory management, and quota setting to enhance efficiency and scalability
Implement tools and technologies (e.g., CRM, compensation software) to support data-driven decision-making and operational workflows
Ensure compliance with legal, regulatory, and internal policies related to compensation and sales operations
Partner with Sales Operations Strategy & Planning and Finance to align compensation and headcount budgets with financial goals and drive forecast accuracy
Work with People Team to ensure compensation plans support talent acquisition and retention strategies
Collaborate with Sales Leadership to align strategies with field execution and goals
Partner with Sales technology teams to design and implement new technological capabilities to enhance rep productivity and client experience related to quotas, territories and books
Lead, mentor, and develop a high-performing team responsible for sales compensation, territory planning, quota management and rep performance operations
Foster a culture of accountability, collaboration, and continuous improvement
Qualification
Required
10+ years of experience in sales operations, sales compensation, or related fields, with at least 5 years in a leadership role
Proven track record of designing and implementing successful sales compensation plans and territory/quota strategies in a high-growth environment
Strong analytical skills with expertise in data modeling, forecasting, and performance metrics
Proficiency in CRM systems (e.g., Salesforce) and compensation management tools (e.g., Xactly)
Exceptional communication and stakeholder management skills, with the ability to influence and align cross-functional teams
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities
Comfortable dealing with ambiguity and ability to adapt to changing environment and needs
Highly motivated, with a sense of urgency and ability to deliver multiple tasks under pressure
Ability to Travel 10%
Preferred
Bachelor's degree in Business, Finance, Economics, or related field
MBA or advanced degree preferred
Familiarity with sales compensation preferred
Experience in high growth, B2C or small company B2B sales-oriented companies preferred
Benefits
Bonus program
Incentive pay
Benefits
Company
The RealReal
The RealReal is an online marketplace for authenticated and consigned luxury goods.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$356.87MKey Investors
GreyLion CapitalGreat Hill PartnersGreenspring Associates
2019-06-28IPO
2019-03-01Series H· $70M
2018-07-25Series G· $115M
Leadership Team
Rati Levesque
President & CEO
Frank Zhu
Chief Analytics Officer
Recent News
2026-01-08
2026-01-03
Company data provided by crunchbase