Manager, Sales Compensation

Role Overview

Our GTM org is scaling fast: 224 people on variable comp across six payee groups today, heading toward 320 within eighteen months. We're moving to a consumption model, so our plans are evolving as fast as the business.

Today, one person runs all of the comp. You'll take over half of that and own it outright: every payment, plan document, calculator, and dispute. You'll make sure sellers get paid accurately and on time, rebuild our calculators to carry 300+ payees, and eventually lead the selection and rollout of a commissions platform.

This isn't a seat on a big team running someone else's design. It's a chance to build the function from the ground up, working directly with GTM and Finance leadership, with work that every person on a variable plan will feel.

What You Will Do

• Run commissions end to end. Own the monthly and quarterly cycle from participant setup through calculation, validation, and payroll submission. Catch anomalies before payroll runs, not after.
• Resolve disputes at the root. Investigate crediting errors, quota misalignments, and payout escalations, and fix the underlying cause, not just the payment.
• Own plan administration. Issue and track comp plans across all six payee groups, operationalize SPIFFs, accelerators, and mid-cycle changes, and handle splits, draws, true-ups, prorations, and departures.
• Make comp easy to understand. Write plan documents, policies, and FAQs that sellers and managers can follow.
• Bring the consumption model to life. Administer comp tied to both bookings and usage, including commit, ramp, and true-up logic, and pressure-test new mechanics before they ship.
• Build the stack. Rebuild our spreadsheet calculators with real controls and an audit trail, keep data clean across Salesforce, the HRIS, and payroll, and put AI and automation to work on anomaly detection and reconciliation.
• Give everyone visibility. Build dashboards so sellers, managers, and Finance can see attainment and payouts without asking.
• Own the platform decision. When it's time for an ICM tool, you'll lead requirements, vendor selection, and implementation.
• Keep us audit-ready. Support accruals and month-end close with Finance (including ASC 340-40), and partner with RevOps, People, Payroll, and Sales and CS leadership.

In Your First Year, You'll Have

• Taken over the full commissions cycle with no late or materially wrong payroll
• Rebuilt the calculator stack to carry the full payee base without heroics
• Measurably cut dispute volume and resolution time
• Made attainment and expected payouts self-serve for sellers and managers
• Launched the FY28 consumption plan changes, paying correctly

What You'll Bring

• 4-6 years of hands-on sales comp administration, ideally at a fast-scaling SaaS company
• Experience running a full commissions cycle independently and owning the outcome
• Experience with consumption-based or hybrid commit-plus-usage models, and a sense of how plan mechanics drive seller behavior
• Fluency in quotas, OTE, accelerators, overlays, SPIFFs, crediting rules, draws, and prorations
• Advanced spreadsheet skills. You can build a complex calculator, not just run one.
• Sharp data validation instincts and Salesforce proficiency
• Clear writing that works for a frustrated rep and a VP alike
• Daily comfort with AI tools and good judgment about where automation helps
• Exceptional attention to detail and the ability to run reliable processes with minimal oversight

Bonus Points for

• Hands-on experience configuring CaptivateIQ, Xactly, Spiff, QuotaPath, SAP Callidus, or similar
• Exposure to ASC 340-40 or audit controls
• Supporting multiple entities or non-US payees
• Standing up a comp function from scratch

What We Offer

• Work on cutting-edge technology with real-world impact
• Collaborative and innovative environment
• Competitive salary, equity, and benefits
• Professional development opportunities