A growing global organization is seeking an experienced Sales Compensation Manager to lead and optimize enterprise-wide sales compensation programs. This role owns the complete sales compensation lifecycle, including incentive plan design, quota methodologies, commission administration, compensation analytics, and system management. The position partners closely with Revenue Operations, Sales Leadership, Finance, HR, IT, and Legal to ensure compensation programs align with revenue objectives while driving operational excellence.
A key initiative for this position is transforming manual compensation processes through automation, improved data governance, and scalable technology solutions.
Key Responsibilities
Sales Compensation Strategy
- Design, implement, and manage global sales compensation plans.
- Develop quota methodologies aligned with business objectives and revenue targets.
- Evaluate and recommend compensation models that drive sales performance and organizational growth.
Commission Administration
- Manage the end-to-end commission process.
- Oversee sales crediting, commission calculations, adjustments, approvals, and payout administration.
- Ensure compensation accuracy and timely payment cycles.
Compensation Systems Management
- Administer and optimize Xactly or similar sales compensation platforms.
- Maintain compensation rules, workflows, formulas, reporting, and plan configurations.
- Support system enhancements and platform improvements.
Analytics & Reporting
- Analyze sales performance, quota attainment, compensation expense, and productivity metrics.
- Develop reporting and dashboards utilizing Salesforce, Workday, Power BI, Databricks, and related platforms.
- Provide actionable insights to leadership regarding compensation effectiveness.
Process Improvement & Automation
- Identify opportunities to streamline and automate compensation workflows.
- Improve data integrity, operational efficiency, and scalability.
- Evaluate AI-enabled capabilities to support compensation administration.
Cross-Functional Leadership
- Partner with Sales, Finance, HR, IT, Legal, and Revenue Operations stakeholders.
- Support compensation policy decisions and resolve complex escalations.
- Communicate compensation outcomes and recommendations to senior leadership.
Governance & Compliance
- Establish documentation, controls, and audit-ready processes.
- Ensure compliance with compensation policies and internal governance requirements.
- Maintain consistency and transparency across compensation programs.
Required Experience
Core Qualifications
- Extensive experience managing sales compensation programs and commission administration.
- Deep understanding of incentive plan design, quota development, compensation modeling, and commission structures.
- Hands-on experience with Xactly or comparable Sales Performance Management (SPM) platforms.
- Strong analytical and quantitative skills with the ability to interpret complex sales and financial data.
- Experience working with CRM, HRIS, and business intelligence platforms.
- Knowledge of recurring revenue and subscription-based business models.
- Proven ability to independently manage compensation programs and drive process improvements.
- Strong stakeholder management and executive communication skills.
Preferred Background
- Software, SaaS, data services, or professional services industry experience.
- Experience implementing compensation process automation initiatives.
- Understanding of revenue recognition principles and complex compensation structures.
- Experience supporting global sales organizations.