Principal Sales Compensation, Revenue Operations
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Principal leading global sales compensation and Revenue Operations for Blackboard’s EdTech SaaS platform. Owning Spiff, incentive design, analytics, and revenue-process modernization.
Responsibilities:
- Lead the strategy, design, implementation, and ongoing management of global incentive compensation programs across Sales, Customer Success, Renewals, Partners, and other revenue-generating organizations
- Partner with Sales, Finance, HR, Revenue Operations, and executive leadership to develop compensation plans aligned with company revenue and strategic objectives
- Develop recommendations for plan structures, quotas, targets, thresholds, accelerators, decelerators, commissions, bonuses, and other incentive mechanisms
- Model the financial and behavioral impact of proposed compensation plans and provide recommendations to senior leadership
- Evaluate existing compensation plans and identify opportunities to improve performance, simplicity, predictability, and alignment with business objectives
- Establish compensation principles, governance, and scalable processes
- Own the implementation, administration, and ongoing evolution of the Spiff compensation platform
- Serve as the primary business owner for Spiff, partnering with technology and data teams on integrations, data quality, configuration, and enhancements
- Translate compensation plan designs and business requirements into scalable system configurations
- Establish controls and governance for accurate, timely, and auditable compensation calculations
- Lead testing and validation of compensation plans, system changes, and integrations
- Identify opportunities to automate manual compensation and revenue processes
- Develop processes for exceptions, disputes, adjustments, and changes
- Partner with Revenue Operations leaders responsible for Salesforce, CPQ, Deal Desk, pricing governance, territory/quota management, analytics, and automation
- Participate in designing scalable processes connecting opportunity management, quoting, bookings, customer lifecycle events, and incentive compensation
- Contribute to Revenue Operations transformation and modernization initiatives
- Develop analyses and financial models supporting compensation and Revenue Operations decisions
- Analyze quota attainment, productivity, compensation expense, incentive effectiveness, bookings, renewals, retention, and revenue performance metrics
- Identify trends, anomalies, risks, and opportunities and translate analysis into business recommendations
- Build and maintain Excel-based models and analytical tools
- Partner with Analytics to define reporting and insight requirements
- Lead complex cross-functional initiatives involving Sales, Finance, Customer Success, HR, IT, Analytics, and Revenue Operations
- Act as a senior advisor to business leaders
- Influence decisions through data, expertise, business judgment, and stakeholder management
- Translate complex compensation and operational concepts into recommendations for executives
- Establish best practices and mentor Revenue Operations members
- Serve as a change leader during revenue process, systems, and operating model modernization
Requirements:
- 10+ years of progressive experience in Sales Compensation, Revenue Operations, Sales Operations, or a related discipline
- Significant direct experience designing and managing incentive compensation programs
- Significant experience with global SaaS compensation programs
- Experience designing compensation plans for multiple revenue functions, such as Sales, Customer Success, Renewals, and/or Partners
- Deep understanding of sales compensation principles, including quotas, targets, attainment, accelerators, thresholds, commissions, bonuses, and incentive modeling
- Experience leading the implementation and/or administration of a sales compensation technology platform; Spiff experience strongly preferred
- Strong understanding of the broader SaaS revenue lifecycle and Revenue Operations discipline
- Experience working with CRM and revenue technologies, particularly Salesforce and CPQ
- Experience partnering with or contributing to Deal Desk, pricing/discount governance, revenue systems, and process automation
- Exceptional analytical and problem-solving skills
- Advanced Excel skills, including the ability to build sophisticated financial and compensation models
- Strong understanding of SaaS business metrics and revenue economics
- Demonstrated ability to lead complex, cross-functional initiatives with limited direction
- Exceptional communication and stakeholder management skills, including the ability to influence senior executives
- Ability to operate effectively in an environment of ambiguity, change, and evolving processes
- Bachelor's degree in business, finance, economics, analytics, or a related field, or equivalent experience
- Fluency in written and spoken English
Benefits:
- Company bonus
- Benefits
- Equal employment opportunity/affirmative action employer
Similar Jobs
Senior Director of Revenue Operations
Senior Director transforming ThreatDown’s cybersecurity revenue operations through Salesforce, data governance, automation, and analytics. Driving predictable growth across Sales, Marketing, Finance, Product, and Customer Success.
Senior Revenue Operations Manager
Senior Revenue Operations Manager scaling GTM processes, systems, and data for Cobalt’s offensive security testing platform. Connecting Marketing, Sales, Customer Success, and Finance across the customer lifecycle.
Senior Manager, Revenue Operations – APJ
Senior Revenue Operations Manager scaling APJ planning, forecasting, and sales operations. Supporting Horizon3.ai’s autonomous cybersecurity platform expansion across regional markets.
Manager, Revenue Integrity
Revenue integrity manager leading operational functions for a multi-facility healthcare environment. Overseeing staff, complex denials, and revenue optimization through coding expertise.
Chief Revenue Officer
Chief Revenue Officer driving commercial strategy and profitable growth at German IT consulting firm Leafworks. Building Sales, Marketing, Customer Success, and Partner Management.
Senior Manager – Revenue Growth Management
Senior RGM manager scaling pricing, promotion, and trade investment strategy for Generous Brands’ nutrition beverage portfolio. Building analytics, guardrails, and repeatable revenue growth routines.
Senior Manager, Revenue Marketing
Revenue marketing leader driving B2B demand generation, ABM, and sales enablement at BFC Solutions. Building data-driven campaigns and adopting AI to improve marketing effectiveness.
Head of Off-Platform & Omnichannel Revenue Strategy
Revenue strategy leader scaling USA TODAY Co.'s off-platform and omnichannel advertising monetization. Developing commercial products, packaging, and sales enablement across distributed media platforms.
Director, Revenue Operations
Director of Revenue Operations building Qventus’s revenue engine. Unifying forecasting, GTM systems, pipeline, and analytics for AI-powered healthcare operations.
Revenue Operations Analyst
Revenue Operations Analyst managing denials, appeals, claims, and AR for Cottage Health’s Pacific Diagnostic Laboratories. Improving reimbursement, collections, compliance, and laboratory revenue-cycle performance.
Revenue Operations Analyst
Revenue Operations Analyst improving reporting, forecasting, and workflows for Everway’s neuroinclusive technology business. Partnering across revenue teams to drive data-informed growth, retention, and operational efficiency.
Revenue Operations Lead
Revenue Operations Lead optimizing sales processes, forecasting, incentives, and AI workflows for Counterpart’s management liability insurance platform. Driving GTM efficiency and profitability through integrations, dashboards, and enablement.
Revenue Manager
Revenue Manager optimizing pricing, aircraft utilization, and profitability for Jet Excellence’s private aviation charter fleet. Owning customer opportunities and coordinating successful trips across operational teams.
Senior Associate, Revenue Strategy & Growth
Revenue strategy operator owning growth initiatives for Clipboard’s app-based healthcare staffing marketplace. Building systems, driving execution, and converting work into measurable business outcomes.
Product Manager – Revenue Tools
Product Manager owning GTM revenue tools for Samsara, whose IoT platform improves physical operations. Leading discovery, product design, execution, launches, and adoption measurement.
Sales and RevOps Professional – Salesforce Sales Cloud Workflows
Salesforce Sales Cloud professionals recording narrated workflow videos for Terac’s paid research study. Sharing pipeline processes, friction points, and custom workarounds to support AI research.
Senior Revenue Operations Analyst
Senior Revenue Operations Analyst optimizing Salesforce CPQ and quote-to-cash processes for SaaS revenue growth. Supporting GTM systems, cross-functional projects, reporting, user enablement, and data quality.
Revenue Operations Analyst
Revenue Operations Analyst building Sigma dashboards and forecasting models for Boulevard’s appointment-based self-care platform. Turning GTM data into executive insights across pipeline, retention, planning, and revenue performance.
Director of Revenue Systems – Architecture
Director architecting Salesforce, GTM systems, data, and AI automation for Interplay Learning’s immersive skilled-trades training platform. Leading scalable revenue technology and a technical systems team.
Facility Revenue Manager – Ambulatory Surgery Centers
Facility Revenue Manager at Duke Health overseeing revenue cycle activities in outpatient surgery. Ensuring compliance, reporting performance, and training staff in effective charge management.