Position Overview
The Senior Manager, Sales Compensation is responsible for leading the strategy, design, implementation, and administration of sales commission plans. This role partners closely with Total Reward, Sales Leadership and Finance to ensure compensation programs align with company objectives, drive desired sales behaviors, and are financially sound.
In addition to plan design, this leader manages an analyst responsible for calculating, validating, and delivering accurate and timely commission payments. The ideal candidate combines strategic thinking with operational rigor, strong analytical skills, and the ability to translate complex compensation structures into scalable processes.
The Challenge:
- Lead the design and annual refresh of sales compensation plans in partnership with Sales Leadership and Finance.
- Align compensation structures with business goals, revenue targets, and go-to-market strategy.
- Model financial impact of proposed plans, including cost of sales, quota attainment distributions, and incentive effectiveness.
- Establish clear plan documentation, rules, and governance to ensure transparency and consistency.
- Evaluate and refine compensation programs based on performance data and business outcomes.
- Serve as the primary liaison between Sales, Finance, People, and Executive Leadership on all sales compensation matters.
- Provide guidance on quota setting, territory design, and performance measurement.
- Support executive decision-making with insights on incentive effectiveness and cost management.
- Oversee end-to-end commission calculation processes, ensuring accuracy, timeliness, and compliance with plan terms.
- Lead quarterly commission cycles, including validation, approvals, and payout delivery.
- Develop and maintain scalable processes and controls to support growth and complexity.
- Ensure audit readiness and compliance with internal and external financial standards.
- Own and optimize sales compensation systems and tools
- Partner with Finance Systems teams to enhance automation, reporting, and data integrity.
- Drive process improvements to reduce manual effort and increase scalability.
- Deliver regular reporting on commission payouts, attainment, and plan performance.
- Analyze trends to identify risks, opportunities, and areas for optimization.
- Provide actionable insights to improve performance outcomes.
About You
Qualifications
- Bachelor’s degree in Finance, Business, Economics, or related field
- 5–8+ years of experience in sales compensation, sales operations, finance, or a related field.
- 2–5+ years of people management experience.
- Deep expertise in incentive plan design, commission calculations, and financial modeling.
- Strong analytical and problem-solving skills with high attention to detail.
- Experience with sales compensation systems (e.g., Xactly, CaptivateIQ, Anaplan, or similar).
- Advanced proficiency in Excel and data analysis tools.
- Excellent communication skills with the ability to influence senior stakeholders.
Key Competencies
- Strategic thinking with strong execution capability
- Cross-functional collaboration and stakeholder management
- Operational rigor and process orientation
- Leadership and team development
- Data-driven decision making
- Adaptability in a fast-paced, evolving environment
Our Offer
- A collaborative environment with colleagues from all over the world (Engineering offices in Europe, Asia and US) including various social events and teambuilding.
- Flexibility to manage your workday and tasks with autonomy.
- A balance of structure and autonomy to tackle your daily tasks.
- Vibrant and inclusive community, including Women in Tech and Pride groups which welcome all participants.
- Global Employee Assistance Programme.
- Calm and Reulay app (leading well-being apps designed to support focus, quality rest, mindfulness, and long-term mental resilience).
- Online training videos.
- Flexible working hours.
While we appreciate the flexibility and benefits of working from home, we strongly believe that coming together in person fosters stronger connections, encourages collaboration, and drives innovation—both as individuals and as a company. The energy, shared ideas, and team support we experience in the office strengthen the foundation of our success and culture. For this reason, we are an office-first business operating on a hybrid model, with team members working in the office three days a week to build relationships, exchange ideas, and grow together.