Director, Sales Data and Compensation Strategy (Field Ops) (PL)

Your Opportunity

At Schwab, you’re empowered to make an impact on your career.  Here, innovative thought meets creative problem solving, helping us “challenge the status quo” and transform the finance industry together.

 

This is a high-visibility position with direct impact on how the firm attracts, motivates, and retains top advisor talent. You’ll have a seat at the table on decisions that shape the strategy of the business.

 

The Field Operations team is responsible for designing and implementing strategies, programs and technologies that drive asset and solutions growth through our Retail sales and service channels.  Field Operations supports the evolution of our rep experiences within our service teams and client relationship models, including mass affluent, trader, high-net-worth and ultra-high-net-worth client segments.  The team provides support and insight to deliver best practices, scale, and enhanced sales and service effectiveness across all channels.

 

We are looking for a strategic leader to oversee a team who will drive the design, execution, and evolution of our sales compensation framework and the data infrastructure that powers insights to our sales leaders and professionals. This role sits at the intersection of business strategy, advisor productivity, and analytics — and will be a critical partner to senior Sales leadership, Finance, HR, Legal and broadly set the tone for how we drive and measure outcomes in for the Retail sales enterprise.

 

The Director, Retail Sales Compensation & Data Strategy reports to the Managing Director, Retail Field Operations.

 

Key responsibilities:

 

Compensation Strategy & Design

• Lead the design and ongoing refinement of incentive compensation programs for all Retail sales teams (domestic and international), ensuring alignment with business objectives and growth priorities
• Own the end-to-end compensation planning cycle — from philosophy and structure through modeling and communication.
• Partner with finance and HR to ensure plans are fiscally sound, compliant, competitive in market and administrated effectively.
• Translate complex compensation structures into clear, advisor-facing communications that drive understanding and motivation
• Design, track and deliver core recognition programs, including FC Leveling, FC Emeritus, Chairman’s Club.
• Lead the annual neutral factors process to support compensation plan design and performance expectations.

 

Data Strategy & Analytics

• Build and own the data strategy that supports sales performance measurement, compensation accuracy, and business intelligence
• Define the metrics and reporting frameworks leadership relies on to evaluate productivity, growth, and ROI across the field
• Partner with technology, Data and CRM teams to ensure data integrity, automation, and scalability
• Identify opportunities to use data proactively — surfacing insights that inform territory design, goal setting, and resource allocation

 

Cross-Functional Leadership

• Serve as the primary liaison between field leadership, finance, HR, and technology as it relates to compensation and performance data
• Influence senior stakeholders through clear analysis, crisp storytelling, and a well-articulated point of view
• Lead a small team and develop talent capable of growing with the function

 

What you have

Required:

• 7+ years of experience incentive compensation design including asset-based, revenue-based, and solutions-oriented structures
• Strong command of data tools and platforms — experience with Salesforce, CRM analytics, or business intelligence tools preferred
• 5+ years of direct people leadership experience
• Currently at a Director level of leadership in title/experience
• Develop and execute the vision and strategy for the Sales Compensation and Data Analysis team, aligning incentive design, analytics, and performance insights with business priorities to drive sales effectiveness, operational rigor, and data-informed decision-making.
• A client-centric focus that keeps clients and sales professionals in the forefront of decisions and connects plans and actions to our purpose of serving investors and branch network personnel.
• Demonstrated experience building relationships and working with cross-functional teams to design and deliver client experience initiatives, including evaluating opportunities and making recommendations based on the unique needs of the business.
• Superior written and verbal communication skills, including being able to synthesize data, develop cohesive business cases and recommendations, and influence partners.
• Strong presentation skills, including building and presenting a compelling vision focused on the ability to influence both senior executives and sales leaders.
• Strong analytical and problem-solving skills.
• Detail-oriented with superior project management skills and the ability to multi-task and work efficiently to meet deadlines on an independent basis.
• Ability to gain respect and support of senior leadership, partners and peers and lead a team of individuals in delivering against our strategy.