Revenue Compensation Analyst

About the role

Tailscale is seeking a Revenue Compensation Analyst to join our Revenue Operations team. This position is central to motivating and rewarding our go-to-market teams, sitting at the nexus of Sales, Finance, People, and Revenue Operations. You will manage the complete lifecycle of our revenue compensation programs, from monthly payout processing and audits to the implementation of annual plans, while collaborating with Revenue Leadership on incentive design and quota modeling.

Key facts

What you'll do

Oversee the entire commission process, ensuring accurate and timely monthly payments for all variable compensation plans.

Perform detailed audits of Salesforce, compensation systems, and payroll data to confirm commission calculations.

Work with Payroll and Finance to ensure correct commission disbursements and support monthly financial closing.

Manage the CaptivateIQ platform, including user accounts, quota data, territory assignments, crediting rules, and plan configurations.

Maintain comprehensive documentation for compensation plans, calculation logic, policies, and audit procedures.

Collaborate with Revenue Operations and Revenue Leadership to design, model, and refine sales compensation plans, SPIFFs, and other incentive programs.

Develop financial models to assess plan economics, quota attainment, payout structures, and overall compensation costs.

Assist with annual compensation planning, quota setting, territory allocation, and the rollout of new compensation structures.

Conduct market research and analyze industry trends to ensure compensation programs remain competitive and effective.

Evaluate the performance of existing plans and propose enhancements to better align incentives with company goals.

Generate regular reports on attainment, payouts, commission expenses, quota performance, and sales productivity.

Analyze compensation data to identify patterns, potential issues, and opportunities across different segments, roles, and territories.

Build scenario models to assess the impact of changes to compensation plans, quota methodologies, and organizational structures.

Act as the primary point of contact for compensation-related inquiries from sales managers and individual contributors.

Investigate and resolve commission discrepancies with professionalism, accuracy, and strong customer service.

Manage compensation letters, SPIFF administration, opportunity splits, territory changes, and quota assignments.

Ensure that new hires, promotions, transfers, and terminations are accurately reflected in all compensation systems.

Identify opportunities to automate manual tasks and improve data integrity.

Collaborate with other departments to enhance integrations between Salesforce, commission platforms, HRIS, payroll, and ERP systems.

Lead cross-functional projects aimed at improving scalability, governance, and operational efficiency.

Requirements

3 to 6+ years of experience in Sales Compensation, Revenue Operations, Sales Operations, Finance, or Strategic Operations.

Demonstrated experience administering variable compensation plans within a rapidly growing SaaS or technology company.

Solid understanding of sales compensation principles, quota setting methodologies, incentive design, and go-to-market operational models.

Hands-on experience with a compensation platform such as CaptivateIQ, Xactly, Everstage, Forma.ai, Spiff, or a comparable system.

Advanced proficiency in Excel and/or Google Sheets, including complex financial modeling and scenario analysis.

Strong working knowledge of Salesforce CRM.

Experience collaborating with Payroll, Finance, and Accounting departments on commission processing.

Excellent analytical and problem-solving abilities with a keen eye for detail.

Outstanding written and verbal communication skills, with the ability to simplify complex compensation concepts.

Capacity to manage multiple priorities effectively in a fast-paced, evolving environment.

Bachelor's degree in Finance, Accounting, Economics, Business, Mathematics, Statistics, or a related quantitative field.

Nice to have

Experience supporting multiple go-to-market functions, including Sales, SDR, Customer Success, Partnerships, and Solutions Engineering.

Familiarity with SQL, Sigma, Tableau, Looker, or Power BI.

Understanding of ARR-based SaaS metrics and forecasting.

Experience implementing or managing compensation software solutions.

Experience utilizing AI tools to enhance reporting, automation, and operational workflows.

Skills & tools

Salesforce CRM

CaptivateIQ (or similar compensation platform)

Advanced Excel / Google Sheets

Financial modeling

Data analysis

Practical notes

The target on-target earnings (OTE) for this position, inclusive of base salary and variable compensation tied to quarterly sales targets, ranges from $160,800 to $201,000 CAD.

Tailscale offers a competitive compensation package including base salary, equity, and comprehensive benefits with no waiting period.

Benefits include health, vision, dental coverage, employer-funded retirement contributions (matching up to 0.75% of eligible compensation), a professional development budget of $1500 USD annually, and support for home office setup.

The company is remote-first, with opportunities for virtual and in-person social events, and a corporate co-working program.

Paid time off and a generous paid parental leave program are provided.

Hiring decisions are made by people, though AI-assisted tools may be used in the screening process.

Legitimate communications from Tailscale's talent team will originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses.