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Field Operations & Incentives Manager

Manages field operations including sales compensation plan design, territory and quota administration, and rules of engagement for a high-growth AI SaaS company. Requires 4-7 years in Revenue Operations with strong analytical skills and Salesforce familiarity.

150k – 200kSan Francisco, CANew York, NYBusiness OperationsHybrid4+ YOE

About the role

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.

Skills

ExcelGoogle SheetsCaptivateiqEverstageSpiffSalesforceFinancial ModelingSales CompensationTerritory ManagementQuota Management

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