Revenue Operations Analyst

Key Responsibilities

Own Revenue Compensation Operations

• Manage the end-to-end commission process, ensuring accurate and timely monthly payouts across all variable compensation plans.
• Validate commission calculations through detailed audits of Salesforce, compensation systems, and payroll data.
• Partner with Payroll and Finance to deliver accurate commission payments and support monthly close activities.
• Administer CaptivateIQ, including participant management, quota uploads, territories, crediting rules, rate tables, and plan configuration.
• Maintain compensation documentation, plan logic, calculation methodologies, policies, and audit procedures.

Partner on Compensation Strategy

• Partner with Revenue Operations and Revenue Leadership to design, model, and refine sales compensation plans, SPIFFs, accelerators, and incentive programs.
• Build financial models to evaluate plan economics, quota attainment, payout curves, and cost of compensation.
• Support annual compensation planning, quota setting, territory planning, and compensation rollouts.
• Conduct market benchmarking and analyze industry trends to ensure compensation programs remain competitive and effective.
• Evaluate the effectiveness of current plans and recommend improvements that better align incentives with company objectives.

Deliver Insights Through Analytics

• Develop recurring reporting on attainment, payouts, commission spend, quota performance, and sales productivity.
• Analyze compensation data to identify trends, risks, and opportunities across segments, roles, and territories.
• Build scenario models to evaluate changes in compensation plans, quota methodologies, and organizational structure.
• Partner with Revenue Leadership, Finance, and RevOps to provide recommendations that improve performance and drive business outcomes.

Support the Go-to-Market Organization

• Serve as the primary point of contact for compensation questions from sales managers and individual contributors.
• Investigate and resolve commission disputes professionally, accurately, and with strong customer service.
• Manage compensation letters, SPIFF administration, opportunity splits, territory changes, and quota assignments.
• Ensure new hires, promotions, transfers, and terminations are accurately reflected across compensation systems.

Improve Systems & Processes

• Continuously identify opportunities to automate manual processes and improve data quality.
• Partner cross-functionally to enhance integrations between Salesforce, commission platforms, HRIS, payroll, and ERP systems.
• Leverage AI and automation tools to improve reporting, streamline workflows, and reduce administrative effort.
• Lead cross-functional projects that improve scalability, governance, and operational efficiency.

What We Are Looking For

• 3–6+ years of experience (Analyst) or 5–8+ years (Senior Analyst) in Sales Compensation, Revenue Operations, Sales Operations, Finance, or Strategic Operations
• Experience administering variable compensation plans in a high-growth SaaS or technology company
• Strong understanding of sales compensation principles, quota methodology, incentive design, and GTM operating models
• Hands-on experience with a compensation platform such as CaptivateIQ, Xactly, Everstage, Forma.ai, Spiff, or similar
• Advanced Excel and/or Google Sheets skills, including complex financial modeling and scenario analysis
• Strong working knowledge of Salesforce CRM
• Experience partnering with Payroll, Finance, and Accounting on commission processing
• Excellent analytical and problem-solving skills with exceptional attention to detail
• Outstanding written and verbal communication skills with the ability to explain complex compensation concepts simply
• Ability to manage multiple priorities in a fast-paced, ambiguous environment
• Bachelor's degree in Finance, Accounting, Economics, Business, Mathematics, Statistics, or a related quantitative field

Nice to Have

• Experience supporting multiple GTM functions (Sales, SDR, Customer Success, Partnerships, Solutions Engineering)
• Experience with SQL, Sigma, Tableau, Looker, or Power BI
• Familiarity with ARR-based SaaS metrics and forecasting
• Experience implementing or administering compensation software
• Experience using AI tools to improve reporting, automation, and operational efficiency