Sales Compensation Manager

Position Overview:

We are seeking an experienced and detail-oriented Sales Compensation Manager to own and optimize our sales compensation programs and drive critical insights that elevate sales productivity. In this role, you will manage the full lifecycle of sales compensation—from SPIF design and quota setting to territory alignment, calculations, and analytics—ensuring accuracy, transparency, and alignment with business goals. You will serve as a trusted partner to our sales organization, improving core processes, creating scalable automation, and helping operationalize new commercial strategies as our product portfolio grows. This is a high-visibility role on a high-performing team where your analytical skills, judgment, and ability to build trust will directly impact sales motivation, business performance, and operational excellence.

What you'll do:

Sales Compensation Management (End-to-End)

• Own the full compensation process, including SPIF and incentive design, monthly/quarterly compensation calculations, payout administration, reconciliation, and reporting.
• Develop compensation models that are accurate, transparent, and aligned with budget and performance objectives.
• Maintain strong governance and strict attention to detail to ensure data integrity and trust in the compensation process.

Sales Performance & Productivity Analytics

• Conduct deep-dive analyses to identify trends, opportunities, and root causes affecting sales manager and seller productivity.
• Provide insights and recommendations that drive improvements in revenue-generating activities and operational effectiveness.
• Translate findings into clear action plans for sales leadership.

Quota Setting & Management

• Lead annual and in-year quota design, balancing motivation, fairness, and budget neutrality.
• Collaborate across sales, finance, and business systems to automate and streamline quota adjustments and approvals.
• Ensure quotas are well-calibrated, data-driven, and consistently communicated.

Territory Design & Optimization

• Develop and refine territory structures using data-driven approaches that promote coverage, equity, and growth.
• Partner with sales leadership to model scenarios and adjust territories as market conditions evolve.

Sales Partner Support & Relationship Management

• Build credibility and trusted relationships across the sales organization.
• Serve as a go-to resource for compensation questions, policy clarifications, and issue resolution—ensuring consistency and fairness.
• Communicate complex compensation concepts in a clear and empathetic manner.

Process Improvement & Automation

• Improve and scale core operational processes, including comp calculations, quota workflows, and reporting.
• Partner closely with the business systems team to build automations, integrate data sources, and streamline recurring workflows.
• Identify opportunities to modernize and simplify processes to support efficiency and accuracy.

Strategic Growth & Operationalization

• Support the operational rollout of new products and commercial strategies, ensuring compensation, territories, and quotas evolve accordingly.
• Contribute expert perspectives to planning conversations and cross-functional initiatives.
• Drive continuous improvement as the business scales and evolves.

What We're Looking For:

• 3+ years of hands-on ownership of sales compensation calculation, administration, and governance
• 7-10 years of experience in Sales Operations and/or Sales Analytics, with a track record of supporting high-performing commercial teams
• 2+ years of analytical experience, including building models, identifying insights, and explaining drivers behind trends
• Meticulous attention to detail—you understand that compensation accuracy directly impacts trust and motivation
• Strong judgment and integrity, balancing efficiency with the rigor required for sensitive compensation processes
• High level of independence—you bring experience, perspective, and solutions, and can operate with minimal oversight
• Exceptional analytical acumen with an intuitive grasp of numbers, patterns, and business implications
• Innate curiosity—you investigate anomalies, ask the right questions, and push beyond surface-level explanations
• Advanced Excel skills, including automation, complex formulas, macros, and VBA
• Proficiency with Salesforce, including extracting, manipulating, and validating large datasets
• Clear communicator who can translate complex logic or compensation structures to non-technical stakeholders
• Adaptability and drive to thrive in a fast-paced, evolving environment

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