Sales Compensation Lead

WHY WE’RE LOOKING FOR YOU:

We’re looking for a Manager of Sales Variable Compensation to bring structure, accuracy, and scalability to how we run incentives across our GTM organization. This role sits on a lean, high-impact Revenue Operations team where getting the fundamentals right really matters — and where strong operators can quickly expand their scope.

You’ll start by owning and optimizing commission operations end-to-end, ensuring our sales team is paid accurately and on time, every time. From there, you’ll grow into a key partner in shaping compensation strategy — helping design plans that drive the right behaviors and scale with the business.

WHO YOU’LL WORK WITH:

You’ll partner closely with Sales Leadership, Finance, Accounting, and GTM teams. This role is highly cross-functional and visible, requiring tight alignment across stakeholders to ensure compensation processes run smoothly and support broader GTM priorities.

WHAT YOU’LL DO:

Operations & Administration (Primary Focus to Start)

• Own end-to-end commission operations, including monthly and quarterly calculations, validations, reconciliations, accruals, audits, and payouts — ensuring accuracy, compliance, and timeliness.
• Manage and resolve commission inquiries and disputes, serving as the escalation point for complex or sensitive issues.
• Administer and optimize Xactly including plan configuration, calculation logic, quota uploads, reporting, and UAT.
• Partner cross-functionally to ensure data accuracy and consistency across Salesforce, compensation tools, and reporting workflows.
• Maintain and improve documentation, SOPs, participant agreements, and compensation calculators.

Plan Design & Strategy (Expanded Scope Over Time)

• Support the design and rollout of compensation plans, including quotas, territories, crediting rules, accelerators, SPIFFs, and MBOs.
• Partner with Sales Leadership and Finance to align plans with GTM strategy and business goals.
• Benchmark programs and support modeling of compensation scenarios to inform planning and decision-making.
• Contribute to presentations and insights shared with GTM and Finance stakeholders.

Analytics & Reporting

• Build and maintain reports and dashboards to track quota attainment, payouts, and performance trends.
• Identify discrepancies, payout anomalies, and opportunities to improve plan clarity or reduce manual effort.
• Provide reliable, data-driven insights to support ongoing optimization of compensation programs and processes.

THE SKILLSET YOU’LL BRING:

• Hands-on experience managing sales compensation operations in an ICM tool (Xactly strongly preferred, or similar platform).
• Experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations preferred but not required
• Strong working knowledge of Salesforce and how it feeds into compensation processes.
• Proven ability to run accurate, timely commission cycles with strong attention to detail.
• Solid analytical skills and comfort working with large, complex datasets.
• Experience partnering cross-functionally with Sales, Finance, Accounting, and GTM teams.
• Ability to thrive in a lean, high-impact environment where you can own processes end-to-end.
• Clear, effective communication skills — especially when navigating sensitive compensation topics.