Senior Commissions Forecasting, Design Lead

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

📋 Description

• Take ownership of the complete commissions forecasting process in collaboration with FP&A and Sales Operations.

• Generate monthly, quarterly, and annual forecasts for commissions.

• Clarify variances in actuals-to-forecast and forecast-to-plan by segment, role, plan components, headcount changes, attainment, and timing.

• Establish forecast inputs and operational rhythms alongside Sales Operations, Finance, People, Payroll, and business leaders.

• Assist in the design and evolution of sales compensation plans across various segments, roles, geographies, and pay periods.

• Convert go-to-market strategies into quotas, crediting rules, accelerators, kickers, draws, SPIFFs, MBOs, ramping structures, and exception frameworks.

• Develop models and conduct scenario analyses to assess plan outcomes, behavioral incentives, fairness, payout volatility, costs, and implementation complexity.

• Collaborate with Sales Leadership, GTM Strategy and Operations, Finance, People, Legal, Payroll, and Business Technology.

• Co-manage compensation-design workstreams for annual plan redesigns, new product incentives, role or segment modifications, and compensation system migrations.

• Transform design decisions into business requirements, decision logs, process documentation, test cases, and implementation specifications.

• Review system outputs and reporting to ensure alignment with policy and intended plan behavior.

• Set up governance for plan changes, exceptions, approvals, and effective dates with an audit trail.

• Create and deliver training for sales leaders, managers, and compensation partners.

• Develop ongoing reporting on attainment, payout behavior, plan participation, exception themes, forecast accuracy, and program efficiency.

• Collaborate with FP&A on forecast submissions, executive commentary, scenario analysis, and reconciliation.

• Enhance the experience for sellers and managers through clearer plan documents, statements, self-service resources, office hours, and intake processes.

• Support audit and IPO-readiness initiatives.

• Mentor analysts and work with systems and operations partners without formal people-management duties.

⛳️ Requirements

• Over 6 years of experience in FP&A, sales compensation, incentive compensation, sales operations, revenue operations, finance, or a closely related analytical field, including significant ownership of commissions or variable compensation forecasting.

• Proven experience in designing or significantly altering sales compensation plans within a complex, multi-segment organization.

• Strong FP&A, analytical, and financial modeling capabilities.

• Proficiency in handling large datasets and constructing transparent forecast, bridge, variance, and scenario models.

• In-depth knowledge of quota allocation, attainment, crediting, accelerators, kickers, draws, ramping, clawbacks, SPIFFs, and exception management.

• Experience collaborating with FP&A and senior stakeholders and achieving consensus across Sales, Finance, Operations, People, and Technology.

• Ability to articulate clear policy language, business requirements, process documentation, and executive-level recommendations.

• Familiarity with an incentive compensation management platform such as Xactly, Varicent, CaptivateIQ, Everstage, Anaplan, or a comparable system.

• Excellent written, verbal, and presentation communication skills.

• High level of ownership, attention to detail, sound judgment, and comfort in ambiguous, rapidly changing environments.

• Preferred: experience in a global SaaS, technology, or subscription business.

• Preferred: familiarity with Salesforce, Workday, Snowflake, SQL, or business intelligence tools.

• Preferred: experience in designing compensation for both new logo and account management teams.

• Preferred: experience in creating enablement programs, compensation hubs, FAQs, or self-service resources.

• Must possess authorization to receive and access commodities and technologies regulated under U.S. Export Administration Regulations.

🏝️ Benefits

• Health, pharmacy, optical, and dental care benefits.

• Paid time off.

• Sick time off.

• Short-term and long-term disability coverage.

• Life insurance.

• 401(k) contribution.

• Potential restricted stock units as part of total compensation for certain roles.

• Some interviews or new-hire training sessions may be conducted in person at one of Motive's global offices.