Director, Incentive Compensation

Overview

The Director, Incentive Compensation is a strategic leader responsible for the design, governance, and execution of enterprise-wide incentive compensation programs that drive commercial performance and align with business objectives. This role oversees the development of scalable, compliant, and competitive compensation plans across field sales, inside sales, and market access teams.The Director will partner closely with Sales Leadership, Finance, HR, Legal, Compliance, and Commercial Operations to ensure incentive programs are aligned with company strategy, promote high performance, and maintain operational excellence and compliance within a regulated environment.

Responsibilities

Strategy & Design• Lead the strategic design and evolution of incentive compensation (IC) plans that align with organizational goals, market dynamics, and product strategy. • Establish guiding principles and governance frameworks for incentive compensation across all commercial teams. • Evaluate plan effectiveness through performance analytics and recommend enhancements to drive productivity and ROI. • Partner with executive leadership to align IC strategy with revenue goals, product lifecycle stages, and go-to-market strategies.

Execution & Operations• Oversee end-to-end IC plan implementation, including goal setting, quota deployment, plan documentation, and payout processes. • Ensure accurate and timely calculation and distribution of incentive compensation payments. • Drive continuous improvement of IC processes, systems, and tools to enhance efficiency, scalability, and accuracy. • Establish and maintain standard operating procedures (SOPs) and documentation for all IC processes.

Analytics & Insights• Lead advanced modeling, forecasting, and scenario analysis to evaluate plan performance and financial impact. • Analyze sales performance trends and incentive effectiveness to inform strategic decision-making. • Provide actionable insights and recommendations to Sales Leadership and executive stakeholders.

Governance, Risk & Compliance• Ensure all incentive compensation programs comply with regulatory requirements, company policies, and industry standards. • Partner with Legal and Compliance to mitigate risk and maintain audit readiness. • Oversee documentation, approvals, and audit processes related to IC plans.

Cross-Functional Leadership• Serve as the primary IC subject matter expert and advisor to Sales Leadership, Finance, HR, and executive stakeholders. • Collaborate with HR on alignment with total rewards strategy and talent retention initiatives. • Partner with Finance on budgeting, accruals, and financial planning related to incentive compensation.

Team Leadership• Build, lead, and develop a high-performing incentive compensation team. • Provide coaching, direction, and prioritization to ensure delivery of high-quality, timely work. • Foster a culture of accountability, continuous improvement, and collaboration.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, or related field required; MBA or advanced degree preferred. • Pharmaceutical, Rare Disease and/or BioTech Industry experience • 10+ years of experience in incentive compensation, sales operations, finance, or related field. • 5+ years of leadership experience with demonstrated ability to lead and develop teams. • Deep expertise in designing and managing sales incentive compensation plans in a complex, regulated environment (pharma/biotech preferred). • Strong analytical and financial modeling skills with experience in data-driven decision-making.• Experience with IC systems and data sources (e.g., IQVIA, Veeva, CRM systems, incentive compensation platforms). • Strong understanding of compliance and regulatory consideration in incentive compensation.)• Competencies: Cross-functional Leadership, Attention to Detail, Analytical skills Results-Oriented, Independent Judgement, Teamwork/Collaboration, Intellectual Curiosity, Interpersonal skills, Written and Verbal Communication skills

• Working Conditions: Position may require periodic evening and weekend work, as necessary to fulfill obligations. Periodic overnight travel. This is a hybrid role based in Xeris’ Chicago office and requires a minimum of three days per week in the office. On-site requirement may change at management’s discretion. 

The level of the position will be determined based on the selected candidate’s qualifications and experience.

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As an equal employment opportunity and affirmative action employer, Xeris Pharmaceuticals, Inc. does not discriminate on the basis of race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, genetics or any other characteristic protected by law.  It is our intention that all qualified applications are given equal opportunity and that selection decisions be based on job-related factors.

The anticipated base salary range for this position is $180,000 to $240,000. Final determination of base salary offered will depend on several factors relevant to the position, including but not limited to candidate skills, experience, education, market location, and business need. This role will include eligibility for bonus and equity. The total compensation package will also include additional elements such as multiple paid time off benefits, various health insurance options, retirement benefits and more. Details about these and other offerings will be provided at the time a conditional offer of employment is made. Candidates are always welcome to inquire about our compensation and benefits package during the interview process.

NOTE:  This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.