Senior Sales Operations & Compensation Manager

What You'll Do

Salesforce Data Ownership & Hygiene

• Own the Salesforce data layer for Sales: object model accuracy, field definitions, pipeline data integrity, and the hygiene processes that keep opportunity data trustworthy
• Build and maintain SFDC reports for Sales — pipeline views, stage conversion, rep activity, attainment — serving as the primary Salesforce reporting resource for Sales leadership and frontline managers
• Define and enforce data entry standards across the Sales org; build the accountability loops (process, tooling, or workflow) that sustain hygiene over time without manual correction
• Partner with the GTM Systems Architect on SFDC configuration changes, flow updates, and object model evolution driven by Sales process needs
• Serve as the Sales-side data partner to the GTM Insights & Analytics Manager, ensuring Salesforce objects and fields are correctly structured as upstream inputs to Snowflake and the BI layer

Forecasting & Pipeline Cadences

• Own the Sales forecast process operationally: run the weekly pipeline and forecast review cadence, partner with frontline managers to validate SFDC data (deals, close dates, eGPV, stage accuracy), and ensure action items are followed through
• Prepare pipeline review materials — pulling from SFDC reports — that surface trends, risks, slippage, and coverage gaps by segment for Sales leadership discussion
• Proactively flag forecast risks and data quality issues; escalate coverage shortfalls and drive cross-functional conversations when pipeline generation is off track
• Partner with the GTM Insights & Analytics Manager on forecast accuracy improvement: they bring the BI modeling and historical analysis; you bring the SFDC data discipline and process accountability
• Support GTM MBR and QBR cadences with consistent, SFDC-sourced reporting inputs and segment-level operational narrative

Sales Compensation Design & Administration

• Own end-to-end compensation administration for the Sales organization — plan documents, quota assignments, attainment tracking, payout calculations, approval processes and dispute resolution
• Partner with the Head of Revenue Operations and Finance to support annual comp plan design, ensuring plans are aligned to GTM strategy, bookings goals, and crediting rules for both standard and non-standard deal structures
• Maintain the compensation administration platform as the system of record, ensuring calculation accuracy, auditability, and clean data lineage from deal close to payout
• Manage the full comp calendar — plan communication, quota letter distribution, mid-year adjustments, and commission statement delivery
• Administer SPIFs and accelerators; track performance and report outcomes to Sales leadership and Finance
• Build and maintain comp infrastructure that scales with headcount growth and plan complexity — modular, documented, and auditable

Sales Process & Deal Desk Operations

• Own the documentation and operationalization of Sales processes and methodology — ensuring consistent execution from prospecting through close
• Partner with Sales leadership and Enablement to drive process adoption and accountability, with clear feedback loops on where breakdowns occur in the funnel
• Own the deal desk process for standard and non-standard pricing: define the approval matrix, set and enforce SLAs, resolve bottlenecks, and ensure contract and implementation handoffs execute without friction
• Identify process gaps and prioritize improvements in partnership with the GTM Systems Architect; translate Sales business requirements into system changes
• Optimize the Marketing → Sales → Implementation → Customer Success handoff, reducing friction at each transition point

Operating Cadences & GTM Rhythm

• Own the weekly pipeline and forecast review end-to-end: preparation, facilitation, and follow-through
• Track open headcount and hiring progress across the Sales org; flag capacity and coverage risks to RevOps and Sales leadership
• Partner with Sales leadership on bookings planning — coordinating inputs from segment leads, validating against historical data, and stress-testing plan assumptions
• Support segment performance reviews by preparing SFDC-sourced operational inputs; partner with GTM Insights for the analytical narrative layer

What You'll Have

Core Experience & Mindset

• 5–8 years in Sales Operations, Revenue Operations, or Business Operations in a B2B SaaS environment
• Deep Salesforce ownership experience — object model design, data hygiene management, and SFDC as the system of record for Sales
• Direct experience owning sales compensation administration — plan design support, attainment tracking, payout calculation, and dispute management
• Proven ability to own a forecasting cadence: running the process, driving data discipline in CRM, and delivering reliable roll-ups to leadership
• Comfortable building and maintaining SFDC reports and dashboards for Sales leadership and frontline managers
• Working knowledge of how Salesforce data flows into downstream systems — sufficient to partner effectively with Analytics Engineering and GTM Insights without owning those layers
• Familiarity with modern data stack tooling (Snowflake, dbt, Fivetran, or equivalent) is a plus
• High ownership orientation — identifies what needs to be done and does it without being directed
• Strong cross-functional communicator: fluent in a forecast review with a sales manager and a comp dispute conversation with Finance in the same week
• Comfortable in a fast-moving, build-mode environment with limited process inheritance

Salesforce & Technical Fluency

• Advanced Salesforce experience — object model design, reporting, dashboards, pipeline management, data hygiene, Flows
• Salesforce Administrator Certification (Plat-Admn-201) — strongly preferred
• Familiarity with how SFDC data is modeled in Snowflake/dbt as downstream inputs — sufficient to collaborate with the GTM Insights Manager and Analytics Engineering