Strategic Finance, Sales Compensation Lead
Leads company-wide variable compensation, with primary ownership of revenue commissions, plan design, quota modeling, payout operations, and incentive reporting. The role requires 6+ years in sales compensation, finance, or revenue operations, strong modeling and SQL skills, and experience with ICM, CRM, and BI platforms.
About the job
Responsibilities
- Own the monthly commission cycle end to end, including QuotaPath calculations, review, approval, payroll hand-off, and dispute resolution.
- Refine incentive plan design and quota structures, including accelerators, SPIFFs, ramp periods, and payout curves; model plans across attainment scenarios before launch.
- Partner with Sales Leadership on quota setting, capacity, territory, and headcount planning.
- Track attainment proactively and identify pacing risks early.
- Recommend and quantify incentive levers for new-logo acquisition, expansion, and retention.
- Design and administer variable bonus plans, including metrics, funding, and payout cycles.
- Own variable compensation components of offer and compensation letters, including OTE, base/variable splits, quotas, ramps, accelerators, and bonus targets.
- Enable hiring managers and the People team to explain compensation plans and OTE accurately.
- Build attainment, cost-of-sales, and plan-effectiveness reporting in Omni and Snowflake; report variable compensation spend against plan.
- Partner with Accounting on monthly commissions accruals and ASC 606 capitalization.
- Work with RevOps to maintain clean HubSpot data for commission calculations.
- Expand ICM platform configuration, automate manual processes, and reduce commission-cycle time.
Requirements
- 6+ years of experience in sales compensation, sales finance, or revenue operations at a SaaS or enterprise software company, including substantial direct ownership of incentive compensation.
- Experience influencing executive stakeholders while remaining hands-on with operational details.
- Hands-on experience designing compensation plans, setting quotas, and modeling sales capacity at scale.
- Expert Excel or Google Sheets modeling skills, including scenario models suitable for executive review.
- Working knowledge of commissions accounting, accruals, and ASC 606 capitalization.
- Working SQL skills and ability to independently pull and validate data.
- Experience with an incentive compensation management platform such as QuotaPath, CaptivateIQ, Everstage, or Xactly.
- Experience with a CRM used as the system of record; HubSpot preferred.
- Experience with a business intelligence tool such as Omni, Looker, or Tableau.
- Ability to explain compensation-plan mechanics to non-finance audiences and enable others to communicate them accurately.
- Proactive operating style and ability to resolve compensation questions with sales representatives.
- Understanding of usage- or consumption-based pricing and its impact on compensation.
- Experience designing compensation across Sales, Customer Success, and other variable OTE or bonus plans.
Compensation and Benefits
- OTE range: $150,000–$200,000 USD, including annual base salary and target sales commissions or bonuses.
- Competitive salary and equity.
- 401(k) program with employer matching.
- Health, dental, vision, and life insurance.
- Short- and long-term disability coverage.
- Commuter benefits for in-office employees.
- Workplace setup reimbursement and telecommuting stipend.
- Flexible time off and holidays.
- Quarterly team gatherings and in-office perks for in-office employees.
Skills
Sales Compensation, Revenue Operations, Quotapath, Excel, Google Sheets, SQL, HubSpot, Snowflake, Omni, ASC 606, Quota Setting, Capacity Modeling, Icm Platforms, Commission Accounting
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