Field Operations & Incentives Manager

Responsibilities

Compensation Plan Design & Enablement

• Lead the design of sales compensation plans across all quota-carrying roles, ensuring alignment with GTM strategy, role definitions, and business objectives.
• Drive the process from first principles through to approved plan documents, calculators, and summary sheets.
• Benchmark plans against industry standards, with particular attention to consumption-based business models.
• Maintain a version-controlled library of plan documents, signed agreements, quota approvals, and exception records.
• Own plan rollout and field communication across enablement materials, plan walkthroughs, and real-world earning scenarios.
• Serve as the front-line resource for field comp questions, and own the comp-specific new hire onboarding workstream.
• Partner closely with Finance on compensation cost modeling by providing plan design inputs and scenario parameters.

Territory, Quota & Rules-of-Engagement Management

• Partner with Sales Leadership to design, implement, and enable territory structures that align coverage with market opportunity.
• Own the quota cascade from the financial plan through to individual rep-level distribution.
• Design, publish, and maintain the ROE framework — governing how commissions are credited, accounts and territories are assigned, split credit is handled, and disputes are resolved.
• Define and maintain SOPs for field-facing processes adjacent to comp: deal crediting, account handoffs, rep transitions, and edge case escalation.
• Own the intake, triage, and resolution of field-facing changes — territory reassignments, account moves, quota adjustments, and mid-cycle corrections.
• Lead governance for ROE exceptions, applying policies consistently while exercising sound judgment.
• Define requirements for process, system, and tooling optimization and work with Central Operations to implement.

Sales Productivity & Incentive Plan Effectiveness

• Own ongoing measurement of GTM health and incentive plan effectiveness — tracking attainment distribution, rep productivity, and payout-to-revenue ratios.
• Make proactive, data-driven recommendations for in-cycle corrections and ahead of each annual planning cycle.
• Build and maintain the reporting infrastructure that makes comp performance and sales productivity visible across the organization, in partnership with Finance and BI.

Requirements

Experience

• 4–7 years in Revenue Operations at a high-growth SaaS or technology company; experience at a consumption business is a plus.
• Demonstrated experience designing sales compensation plans across multiple quota-carrying roles and building or governing ROE and territory management frameworks.
• Track record of owning cross-functional programs with Sales, Finance, and HR stakeholders.

Skills

• Strong analytical and financial modeling skills; proficiency with Excel/Google Sheets required; experience with ICM tools (CaptivateIQ, Everstage, Spiff, or similar) strongly preferred.
• Exceptional written and verbal communication.
• Highly organized with strong process orientation.
• Familiarity with Salesforce and how CRM data intersects with comp and territory workflows.