Commercial Compensation Lead

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.

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.

• 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

• 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

• 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

• 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

• 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…