Manager, Sales Compensation
Core
Own the design and execution of the incentive compensation engine for a distributed go-to-market organization of ~350 people, including plan design, quota setting, and payout management.
Role type
Manager, Sales Compensation (Hands-on IC with team leadership)
Builds
Annual compensation plans, quotas, SPIFFs, and incentive programs for a multi-product SaaS business.
Domain
SaaS / Cybersecurity / IT / AI / Workflow Automation
Required skills
Sales compensation strategy, ICM platform administration (CaptivateIQ), Salesforce data fluency, financial modeling (Excel/Sheets), quota setting, stakeholder management, team leadership
Preferred skills
Consumption/usage-based pricing models, CPQ/quote-to-cash migration, cybersecurity/IT/AI market experience, ASC 606 commission capitalization
Technologies
CaptivateIQ, Salesforce, Excel, Google Sheets
Responsibilities
Run the monthly/quarterly compensation cycle end-to-end; Design annual plans and quotas in partnership with GTM leadership; Manage and coach a small team of compensation analysts; Model attainment distribution and cost of sale; Evolve compensation strategy for evolving pricing models.
Seniority
Manager, hands-on IC with direct reporting
