Manager, Sales Compensation – Territory Planning

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

📋 Description

• Assist in the annual design, modeling, approval, documentation, implementation, and communication of sales compensation plans.

• Collaborate across departments to ensure alignment of plan mechanics and incentives with business strategy, booking targets, budget, and sales roles.

• Analyze plan performance, costs, payouts, exceptions, and previous year results to suggest enhancements.

• Supervise commission administration and verify bookings, attainment, incentives, adjustments, and payouts.

• Lead reviews of adjustments and address commission inquiries, disputes, exceptions, territory conflicts, and crediting issues.

• Track attainment, payout trends, budget risk, and plan effectiveness; offer actionable insights to leadership.

• Uphold governance, approvals, reconciliations, controls, and ensure audit-ready documentation.

• Aid in territory design, account assignment, realignment, coverage reviews, and whitespace analysis.

• Oversee quota methodology, pool development, allocation, review, assignment, and ongoing maintenance.

• Convert booking targets, financial plans, territory opportunities, and organizational design into individual and team quotas.

• Manage business requirements across Salesforce, commission platforms, Workday, and reporting tools.

• Organize system scoping, configuration, testing, implementation, reconciliation, and administration.

• Ensure data quality and recurring controls across territories, quotas, plans, pipeline, bookings, account hierarchies, and employee records.

• Enhance scalability through automation, standardized workflows, documentation, and process controls.

• Coordinate planning efforts across Sales, Commercial Operations, Finance, HR, Total Rewards, Legal, Accounting, Procurement, Salesforce, and service-line leadership.

• Facilitate readiness meetings and monitor decisions, owners, dependencies, risks, and deadlines.

• Convey plan mechanics and territory concepts; create training, documentation, manager guidance, and onboarding support.

• Identify and escalate downstream risks while managing relationships with external incentive-compensation partners.

⛳️ Requirements

• Bachelor’s degree in Finance, Business, Economics, Human Resources, Analytics, Sales Operations, or a related discipline, or equivalent relevant experience.

• Five or more years of experience in sales compensation, revenue operations, sales operations, territory planning, quota setting, financial planning, or a related field.

• Experience in designing, modeling, or administering variable compensation plans.

• Familiarity with territory design, account assignment, quota allocation, or sales-capacity planning.

• Strong financial and analytical capabilities, including scenario modeling, data reconciliation, and assessment of cost and payout implications.

• Advanced proficiency in Microsoft Excel and experience working with large, complex data sets.

• Working knowledge of Salesforce or other enterprise CRM platforms.

• Experience collaborating with Sales, Finance, Human Resources, Total Rewards, Legal, and senior leadership.

• Strong project management skills to coordinate multiple interdependent workstreams and meet fixed annual deadlines.

• Excellent written and verbal communication skills, with the ability to clearly and concisely explain complex plan mechanics.

• High level of discretion, accuracy, judgment, and accountability in handling sensitive compensation and employee information.

🏝️ Benefits

• Annual bonus plan with a target of 10.00%.

• Competitive benefits package.

• Opportunities for learning, collaboration across groups, and exploration of new career paths.

• Meaningful work that contributes to communities and patient care.

• Reasonable accommodation support for applicants with disabilities.