Manager, Sales Compensation
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Job Description
Sales compensation leader running incentive cycles, plan design, quotas and CaptivateIQ for Tines’ AI-powered workflow automation platform. Managing analysts and evolving compensation strategy for a multi-product business.
Responsibilities:
- Own the monthly and quarterly compensation cycle end to end: crediting, calculation, review, approval and payout
- Own CaptivateIQ as the system of record for incentive compensation, including plan build, rule logic, testing and release
- Own crediting and compensation data integrity across Salesforce and downstream systems
- Work with Systems and Deal Desk to fix data problems at source
- Oversee inquiry management, maintain SLAs and report on trends to improve processes
- Document and maintain policies and processes
- Own annual plan design for all commissioned roles with the Senior Compensation Analyst, GTM leadership, FP&A and People
- Collaborate with RevOps on quota setting and compensation strategy
- Model attainment distribution and benchmarks and support Finance with ad-hoc cost reporting
- Build SPIFFs and non-cash incentive programs, including President's Club
- Own plan communication and enablement
- Build compensation approaches for evolving pricing models and multi-product business
- Represent compensation requirements during CPQ and CRM enhancements or changes
- Enhance compensation reporting on attainment, payout curves, quota coverage and program effectiveness
- Manage, coach and develop a small team of compensation analysts
- Prioritize team work, capacity and quarterly OKRs
- Remain hands-on while leading the team
Requirements:
- 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
- Experience with consumption, usage-based or hybrid pricing models and their compensation implications is a bonus
- Experience through a CPQ or quote-to-cash migration, ideally Salesforce CPQ or Dealhub, is a bonus
- Experience in cybersecurity, IT or AI markets is a bonus
- Familiarity with ASC 606 commission capitalisation and audit requirements is a bonus
- Experience compensating post-sales and partner roles, not just AEs, is a bonus
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