# Sales Commission Lead

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** San Mateo, CA
**Role:** Revenue Operations
**Salary:** $180k – $225k/yr
**Experience:** 7+ years
**Skills:** SQL, CRM, AI Tools, Claude, Cursor, Data Pipelines, commission forecasting, incentive compensation, Sales Operations
**Posted:** 2026-07-31

> Own end-to-end sales compensation for a scaling GTM org at an AI infrastructure company: design consumption/hybrid usage plans, run payouts and dispute resolution, extend in-house systems and data pipelines, and build AI-native automation. Requires 7+ years deep commissions experience in usage-based models, SQL/systems building skills, and hands-on AI tool usage.

## Job Description

## Responsibilities

**Plan Strategy & Design**
- Own sales compensation plan strategy and execution across AE, manager, and pre-/post-sales overlay roles.
- Design and iterate consumption-aware and hybrid commit + usage plans that align seller incentives with company goals (new logos, expansion, and healthy revenue mix).
- Partner with Sales leadership, FP&A, and HR on plan changes, mid-period policy decisions, and clear field communication — including how changes are grandfathered and measured after the fact.

**Payout Operations & Trust**
- Own the quarter close for commissions: eligibility, calculations, exceptions, audits, and payout packages Sales and Finance will stand behind.
- Run dispute resolution with judgment — protect plan integrity while staying credible with FLMs and reps.
- Maintain definitional clarity (what counts as commissionable production, how credit is assigned, how overlays interact) and keep plan language, exhibits, and systems in sync.

**Systems, Forecasting & Automation**
- Inherit and extend our in-house commissions tooling and data pipelines.
- Drive end-to-end automation of plan modeling, commission forecasting, attainment reporting, and payout production.
- Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) so calculations are reproducible and auditable.

**Cross-Functional Partnership**
- Be the commissions point of contact for Sales VPs/FLMs, FP&A (commission expense and accruals), HR (exhibits, offers, terminations), and Data Eng.
- Produce executive-ready views of commission cost, plan health, and incentive risk — recommendations, not just tables.

**AI-Native Operations**
- Build agentic workflows into how commissions runs: rule interpretation, edge-case triage, rep-facing explanations, regression checks on plan changes, and automated reporting.
- Raise the bar for what "done" looks like: machine-readable plan logic, versioned assumptions, and tooling the field can self-serve against.

## Qualifications
- 7+ years in sales commissions, incentive compensation, or sales ops with deep commissions ownership; senior IC depth at a P4–P5 equivalent.
- Has familiarity with and owned multiple steps of end-to-end commission (plan design + payout ops), not only one side of the house.
- Hands-on experience designing and administering plans in a consumption-based or hybrid commit + usage commercial model.
- Strong systems builder: SQL (or equivalent) against CRM/billing data; comfortable extending in-house calculators and pipelines rather than only operating a packaged ICM tool.
- Proven cross-functional operator with Sales, FP&A, HR, and technical partners — can say no to a bad exception and still keep trust.
- Actively building with AI/agentic tools in current work; can name specific automation they've shipped (not "I use ChatGPT").
- Excellent written communication: can explain plan mechanics to a rep in plain language and to Finance in audit-ready form.

## Preferred
- Experience at an AI/ML infrastructure, developer tools, or API-first company.
- Has scaled commissions through a high-growth headcount ramp (hundreds of sellers).
- Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel credit, and self-serve → sales-assisted conversion credit.
- Prior ownership of commission expense forecasting / accruals partnership with FP&A.

## Compensation
Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base Pay Range (Plus Equity) $180,000–$225,000 USD.

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