# Manager, Sales Compensation

**Company:** [Idme](https://hotfix.jobs/companies/idme)
**Location:** Mountain View, CA
**Role:** Revenue Operations
**Salary:** $132k – $169k/yr
**Experience:** 4+ years
**Skills:** Excel, Spreadsheet Modeling, Salesforce, Xactly, Captivateiq, Spiff, Quota Setting, Territory Planning, Commission Management, Financial Modeling
**Posted:** 2026-09-08

> Own the design, administration, analysis, and optimization of sales compensation programs, including quotas, commissions, payouts, and plan governance. The role requires 4+ years of relevant experience, strong spreadsheet modeling, CRM knowledge, and cross-functional partnership with Sales, Finance, HR, and Revenue Operations.

## Job Description

## Responsibilities

### Plan Design and Administration
- Own end-to-end administration of sales compensation plans, including quotas, commission structures, accelerators, SPIFs, and draws.
- Calculate and process monthly and quarterly commission payouts accurately and auditably, partnering with Finance on accruals and reconciliation.
- Maintain clear, compliant compensation plan documentation and ensure consistent application.
- Manage plan rollouts, including communications, representative sign-off or acknowledgment, and dispute resolution.

### Analysis and Optimization
- Analyze plan performance against pipeline, bookings, and revenue outcomes to assess incentive effectiveness.
- Model the financial impact of proposed plan changes, quota changes, and organizational redesigns.
- Partner with Revenue Operations and FP&A on quota-setting methodology based on territory potential and company revenue targets.
- Build and maintain dashboards and reporting for Sales leadership and Finance covering attainment, payouts, and plan cost.

### Cross-Functional Partnership
- Serve as the primary contact for sales representatives and managers regarding compensation questions, disputes, and plan interpretation.
- Partner with People/HR on new-hire compensation setup, role changes, leaves, and terminations affecting compensation.
- Support Legal and Finance with compliant compensation policies and approval workflows.
- Assist with compensation plan reviews and governance committee materials.

## Requirements
- 4+ years of experience in sales compensation, sales operations, or a related analytical or finance function, ideally in B2B SaaS.
- Strong Excel and spreadsheet modeling skills.
- Working knowledge of Salesforce or a comparable CRM and how sales data feeds compensation calculations.
- High attention to detail and ownership of processes where accuracy affects employee pay.
- Ability to clearly explain compensation mechanics to sales representatives and managers.
- Comfort working with ambiguity in a fast-changing, high-growth environment.

## Nice to Have
- Experience with compensation or incentive management tools such as Xactly, CaptivateIQ, or Spiff.
- Experience designing or administering compensation for consumption- or usage-based revenue models.
- Experience supporting compensation governance during restructuring, mergers and acquisitions, or plan redesign.
- Exposure to quota-setting or territory-planning methodologies.

## Compensation and Benefits
- Annual base salary: $132,000–$169,000 USD.
- Additional bonus or sales incentive, equity, and benefits may be provided based on qualifications, experience, skills, education, training, geographic location, and role.
- Benefits include medical, dental, vision, health savings and flexible spending accounts, commuter benefits, life and disability insurance, 401(k) with company match, parental leave, paid time off, holidays, employee assistance, pet insurance, and learning and development benefits.

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