Sales Compensation Manager
Job description
About the role
In the pivotal position of Sales Compensation Manager, you will take the lead in developing and overseeing the compensation structure for all teams focused on revenue generation across different segments and geographical areas. This role involves creating an innovative, AI-driven compensation system from the ground up, working closely with our internal AI team to enhance operational efficiency. You will have the opportunity to significantly influence the compensation strategy as the organization expands. You will act as the central expert, translating complex commercial motions into clear, accurate, and motivating compensation plans. Your work will ensure that our pay strategies directly support our aggressive growth objectives and market position. You will build trusted partnerships with sales leadership to align incentives with strategic priorities. This position requires a high level of ownership and proactive problem-solving to navigate the complexities of a scaling business. You will be instrumental in setting the foundation for our long-term success in compensation management.
Key facts
What you'll do
Design and end-to-end own the development, implementation, and ongoing management of the global sales compensation plans for all revenue-generating teams.
Architect and build an innovative, AI-driven compensation management system from scratch in collaboration with our internal AI team to streamline processes and improve accuracy.
Partner closely with Sales Leadership, RevOps, and Finance to translate business objectives into executable compensation strategies and plans.
Lead the configuration, testing, and validation of all compensation programs within core platforms to ensure they function correctly and meet business requirements.
Own the entire lifecycle of variable compensation programs, including base salary structures, quota plans, overlay roles, accelerators, and SPIFFs.
Drive process excellence by establishing best practices for commissions operations, including reconciliation, dispute resolution, and approvals.
Ensure strict adherence to monthly closing timelines by managing compensation data, audit readiness, and necessary adjustments with precision.
Champion data integrity and act as the primary owner for maintaining the accuracy of compensation-related data within Salesforce and other core systems.
Utilize advanced analytical skills to model complex compensation scenarios, forecast costs, and analyze the financial impact of plan changes.
Act as the key internal stakeholder for communicating compensation mechanics and changes to a diverse audience, from sales representatives to executive leadership.
Requirements
A minimum of 4 to 8 years of progressive experience in Sales Compensation, Incentive Compensation, Revenue Operations, Sales Operations, or Finance within a rapidly growing B2B SaaS environment.
Demonstrated expertise in designing, implementing, and managing variable compensation plans, including structures for quota-carrying and overlay roles, as well as accelerators and SPIFFs.
A strong and practical grasp of core SaaS commercial concepts, including bookings, ARR, expansions, amendments, multi-year contracts, proration, and foreign exchange considerations.
Hands-on experience in the full scope of commissions operations, including complex reconciliation, timely dispute resolution, formal approvals, smooth payroll transitions, and maintaining audit readiness.
Advanced proficiency in Excel or Google Sheets, including the sophisticated use of pivot tables, complex nested formulas, data cleaning, and robust financial modeling.
Familiarity with major CRM platforms, specifically Salesforce, and leading commissions software solutions such as Qobra, CaptivateIQ, Xactly, Varicent, or Everstage.
Exceptional communication abilities to effectively articulate compensation mechanics and rationale to a wide range of stakeholders, including sales teams and executive leadership.
High standards of integrity, discretion, and judgment when managing sensitive compensation information and confidential employee data.
A proven ability to manage multiple priorities in a fast-paced environment while maintaining a meticulous attention to detail.
Nice to have
Experience with SOX compliance frameworks and the implementation of internal controls related to compensation processes.
Knowledge of business intelligence or reporting tools to create dashboards and deep analysis of compensation performance.
Proficiency in SQL, dbt, or scripting languages to automate compensation workflows, extract data, and build custom solutions.
Practical notes
Visa sponsorship is available for candidates located in Germany; for applicants from other countries, existing work authorization is required. The primary language of the company is English.