Manager, Sales Compensation

Run the compensation engine

Own the monthly and quarterly compensation cycle end to end: crediting, calculation, review, approval and payout, delivered accurately and on time

Own CaptivateIQ as our system of record for incentive compensation, including plan build, rule logic, testing and release

Own crediting and comp data integrity across Salesforce and downstream systems, and work with Systems and Deal Desk to fix problems at source rather than in spreadsheets

Oversee inquiry management ensuring clear SLAs and report on trends to improve overall processes

Document and keep policies and process up to date for stakeholders and your team

Design the plans, quotas and incentives

Own annual plan design in partnership with your Senior compensation analyst, GTM leadership, FP&A and People for all commissioned roles

Collaborate with Revops business partners on the quota setting process for each function to ensure it aligns with broader compensation strategy and benchmarks

Model attainment distribution, benchmarks and support finance in ad-hoc cost reporting

Own and build SPIFFs and non-cash incentive programmes, including President's Club,

Own plan communication and enablement, so reps and managers understand what they are paid for and can self-serve where needed

Evolve the compensation strategy as we grow

Build the compensation approach for an evolving pricing model and mulit-product business in partnership with the Head of Revenue Operations and VP of Finance

Represent compensation requirements during larger CPQ and CRM enhancements or changes

Enhance our approach based compensation reporting: attainment by role and segment, payout curves, quota coverage and programme effectiveness

Lead and grow the team

Manage, coach and develop a small team of compensation analysts, and set the standard and what good looks like

Prioritise the team's work, capacity and quarterly OKRs to ensure a balance of reactiveness and impactful projects

Stay hands-on. This is a doing and leading role, not a management-only role

Required experience

6+ years in sales compensation, revenue operations, sales finance or a closely related field, with experience managing or formally mentoring analysts

2-3 years direct management experience

Proven ownership of a full incentive compensation cycle for a distributed GTM team, including crediting, calculation, payout and dispute resolution

Hands-on administration of an ICM platform, ideally CaptivateIQ, including building and testing plan logic yourself

Demonstrated plan design experience: pay mix, leverage, accelerators and quota setting, with the modelling to back the recommendation

Strong Salesforce data fluency, and the ability to translate commercial requirements into system and crediting logic

Advanced Excel or Google Sheets modelling, including capacity, attainment and cost of sale models

Excellent stakeholder management, with the credibility to hold a position with Sales leaders and the judgement to know when to flex

You can communicate simply, clearly, and directly, especially with senior leaders, and your written work is polished enough to go straight to an executive audience

Bonus points

Experience with consumption, usage-based or hybrid pricing models and their compensation implications

Experience through a CPQ or quote-to-cash migration, ideally Salesforce CPQ or Dealhub

Experience in cybersecurity, IT or AI markets

Familiarity with ASC 606 commission capitalisation and audit requirements

Experience compensating post-sales and partner roles, not just AEs

Compensation: $153k-$183k OTE

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