# Revenue Operations Analyst

**Company:** [Tailscale](https://hotfix.jobs/companies/tailscale)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $120k – $150k/yr
**Experience:** 5+ years
**Skills:** sales compensation, Revenue Operations, captivateiq, Salesforce, Excel, Financial Modeling, quota setting, SQL, Sigma, Tableau, Looker, Power BI, arr metrics, AI Tools
**Posted:** 2026-07-29

> Own end-to-end revenue compensation operations including commission processing, audits, and CaptivateIQ administration. Partner with leadership on compensation design, quota modeling, financial analysis, and reporting to drive GTM performance in a high-growth SaaS environment.

## Job Description

## 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

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