Senior Manager, Sales Compensation & Incentive Strategy

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

📋 Description

• Take ownership of the incentive framework for quota-carrying, overlay, management, channel, and partner-facing positions.

• Establish the sales compensation philosophy and provide an executive overview of plan performance, costs, and associated risks.

• Develop crediting guidelines for seller splits, partner co-sell dual credits, marketplace and distributor fulfillment, as well as negative bookings.

• Convert segment, pricing, and coverage modifications into precise plan updates.

• Collaborate with Finance and Sales Operations to refine quota structures and methodologies.

• Evaluate quotas for feasibility and internal fairness using attainment history, capacity, and coverage metrics.

• Transition quota development towards a rules-based approach.

• Manage SPIFF and short-term incentive initiatives from the design phase through to payout verification.

• Oversee incentive programs within the allocated budget and assess their behavioral effects.

• Hold accountability for compensation decision rights, exception handling, dispute resolution, policy formulation, documentation, workflows, and maintaining audit-ready records.

• Provide quotas and finalized plans to new hires shortly after their start date.

• Implement plan assignments and proration in conjunction with Finance.

• Propel automation initiatives from onboarding to payment processes.

• Collaborate with Revenue Operations Systems to support crediting, attainment, and territory hierarchy within the CRM.

• Present the compensation strategy and its performance metrics to Sales, Finance, and executive leadership.

⛳️ Requirements

• A minimum of 10 years of experience in sales compensation, incentive design, revenue operations, or sales finance, with substantial expertise in incentive plan design.

• Proven experience in crafting plan structures, designing accelerators, and establishing crediting rules.

• Extensive familiarity with quota methodologies at scale, including proration, ramp design, attainability assessments, and the construction of overlay and management quotas.

• Proficient in advanced financial modeling techniques.

• Strong understanding of incentive compensation platforms and their configuration logic.

• Proficient in Salesforce, serving as the source of truth for crediting and attainment.

• Experience in high-growth environments where the organization has experienced significant expansion.

• Capability to effectively present compensation philosophy to executives and manage individual commission disputes.

• Willingness to make decisions concerning routine exceptions.

• Legally authorized to work in the United States.

🏝️ Benefits

• Equity package offered in the form of stock options for all full-time roles.

• Comprehensive health, vision, and dental insurance for you and your family.

• Flexible vacation policy.

• Generous parental leave policy.

• Opportunities for career development.

• An inclusive and collaborative workplace culture.

• Remote and hybrid work options based on role and location.