Manager, Sales Compensation

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the monthly and quarterly compensation cycle from start to finish: crediting, calculation, review, approval, and payout.

• Manage CaptivateIQ as the primary system for incentive compensation, including plan creation, rule logic, testing, and deployment.

• Ensure data integrity for crediting and compensation across Salesforce and other downstream systems.

• Collaborate with Systems and Deal Desk to resolve data issues at the source.

• Supervise inquiry management, uphold service level agreements (SLAs), and report on trends to enhance processes.

• Document and maintain policies and procedures.

• Lead the annual plan design for all commissioned positions in conjunction with the Senior Compensation Analyst, GTM leadership, FP&A, and People teams.

• Partner with RevOps on setting quotas and formulating compensation strategies.

• Model attainment distributions and benchmarks, assisting Finance with ad-hoc cost reporting.

• Develop SPIFFs and non-cash incentive programs, including the President's Club.

• Handle plan communication and enablement.

• Create compensation strategies for evolving pricing models and multi-product offerings.

• Represent compensation needs during enhancements or changes to CPQ and CRM systems.

• Improve compensation reporting on attainment, payout curves, quota coverage, and program effectiveness.

• Lead, coach, and develop a small team of compensation analysts.

• Prioritize teamwork, capacity, and quarterly OKRs.

• Maintain a hands-on approach while guiding the team.

⛳️ Requirements

• A minimum of 6 years in sales compensation, revenue operations, sales finance, or a closely related discipline, with experience in managing or mentoring analysts.

• 2-3 years of direct management experience.

• Proven experience managing a complete incentive compensation cycle for a distributed GTM team, encompassing crediting, calculation, payout, and dispute resolution.

• Hands-on experience with an ICM platform, preferably CaptivateIQ, including the ability to build and test plan logic independently.

• Demonstrated experience in plan design: pay mix, leverage, accelerators, and quota setting, supported by modeling to justify recommendations.

• Strong proficiency in Salesforce data and the ability to translate commercial requirements into system and crediting logic.

• Advanced skills in Excel or Google Sheets modeling, including capacity, attainment, and cost of sale models.

• Excellent stakeholder management skills, with the credibility to engage with Sales leaders and the discernment to know when to adapt.

• Ability to communicate simply, clearly, and directly, particularly with senior leaders, and produce polished written work suitable for an executive audience.

• Experience with consumption, usage-based, or hybrid pricing models and their compensation implications is a plus.

• Experience with CPQ or quote-to-cash migrations, ideally with Salesforce CPQ or Dealhub, is advantageous.

• Background in cybersecurity, IT, or AI markets is a plus.

• Familiarity with ASC 606 commission capitalization and audit requirements is a plus.

• Experience in compensating post-sales and partner roles, not solely AEs, is an advantage.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.

• A collaborative and inclusive company culture.