Compensation Range:

$135,000 - $155,000

Compensation Disclaimer:
The salary range listed reflects the base pay for this role at Altus Group and is provided where required by local regulations. Actual offers may differ based on experience, market conditions, and other relevant factors. The range does not include additional compensation such as bonuses, equity, benefits, or other incentives.

Job Summary:
We are looking for a Sales Compensation Leader. You will lead the global sales incentive compensation strategy and the compensation design-to-deployment process. You will develop and execute core compensation processes such as plan design and implementation, quota methodology, plan administration, performance management, compensation audits, and analytics. You will provide data-based solutions to influence decisions for future plan design and policies. In addition, you will lead the design and modeling of a scalable, cost-effective sales compensation program to optimize revenue growth and support strategic objectives for the company’s overall business strategy of attracting and retaining the best talent in the industry.

Key Responsibilities:

• You will work with internal partners to define and implement relevant compensation performance metrics and dashboards to assist leadership in managing the business and making data-driven decisions.
• You will establish effective working relationships with key stakeholders and business leaders throughout Sales, Finance, HR, IT, and Legal in the development, design, terms & conditions, processes and policies to support our business strategy and sales compensation process.
• You will serve as a subject matter expert and trusted partner to Sales.
• You will support sales compensation budgeting and accrual processes and  provide updates on a regular basis.
• You will establish governance, controls, documentation, and audit-ready processes for global sales compensation administration, including approvals, adjustments, exception handling, and compliance with internal control requirements.
• You will develop, maintain, and update the company’s sales compensation system, as a business subject matter expert (Xactly), including plan configuration, rules, formulas, reporting, processing and tracking of compensation and sales team metrics.
• You will perform ad hoc reporting and data analysis to generate business insight and provide tools that support sales and go to market (GTM) productivity, plan effectiveness, reporting and leadership decision-making.
• You will collaborate with the sales team on escalated compensation issues by providing insights and analysis. You will establish rapport, credibility, trust through fair and thoughtful communications and by building out a compensation system of truth.
• You will respond to sales compensation inquiries from the sales organization in a timely manner, providing clear guidance, analysis, and resolution support.
• You will collaborate with management on pay decisions, compensation practices, and policy and guideline interpretation..
• You will develop and implement comprehensive and streamlined content and communications as it relates to the annual sales compensation plan, related changes and statements to the field.
• You will recommend, document, and continuously improve best-practice processes that support sustainable, efficient, and compliant sales compensation operations.
• You will collaborate with stakeholders to design and administer applicable sales incentive plans including, base pay, target incentive, OTE adjustments, and retention programs, including end to end design, rollout, and signature process.
• You will partner with the finance commission payout team to complete sales credit validations, approval and submission of the commission payroll file.
• You will oversee end-to-end commission payout cycles, ensuring calculations, approvals, adjustments, payroll-ready outputs, and related reconciliations are completed accurately and on time.
• You will implement best practices surrounding sales productivity improvements to ensure alignment with compensation plan components
• You will identify and drive automation, standardization, and scalability initiatives that reduce manual work, shorten processing cycles, improve accuracy, and enhance the seller experience.
• You will support the planning of the regular quota and territory reviews and modeling processes..
• You will model compensation plan scenarios, quota attainment distributions, cost-of-sales impacts, SPIFFs, accelerators, draws, clawbacks, and exception policies to support fiscally responsible plan design.
• You will lead plan rollouts, including communications, training, field enablement, statement design, and clear documentation of plan mechanics.
• You will partner with stakeholders to maintain data integrity across Salesforce, Xactly, finance, payroll, and reporting platforms.
• You will manage the intake, tracking, escalation, and resolution of commission inquiries and disputes, using defined service levels and recurring root-cause analysis to improve transparency and consistency.
• You will report to the Head of Sales Operations. As well as have the chance to foster close, cooperative relationships with business leaders, sales management, field sales, sales operations team, finance and HR.

Key Qualifications:

• You ideally have a bachelor’s degree in Accounting or Finance, MBA
• You have 5+ years of experience solving business problems and analyzing data
• You have 5+ years of experience in Sales and/or Revenue Operations with a focus on Sales Compensation in a growing SaaS/technology company
• You have the ability and skill to interpret, understand and guide compensation policies, procedures and guidelines
• You have strong analytical skills and attention to detail with the capability to appropriately define issues, questions, and data; to comprehend qualitative and quantitative methods to perform accurate analysis
• You have proven experience, knowledge, and skills related to defining and optimizing reporting and analytical needs, deploying action plans, and determining future capabilities
• You are a highly motivated self-starter that can effectively manage multiple competing projects while being focused on critical timelines.
• You have strong verbal and written communication skills with the ability to interact with different levels of management
• You have experience in being comfortable with engaging in strategic discussions with leadership and in making leadership presentations as well as have experience working with a field sales team and senior management.
• You have excellent quantitative, critical thinking, analytical and organizational skills required.
• You are comfortable with ambiguity and creative problem-solving
• You have the ability to appropriately handle sensitive and confidential information
• You have a deep sense of accountability, strong project management capability, and the flexibility to adapt to a dynamic workload.
• You have Advanced Excel, PowerPoint and database skills including the development of complex spreadsheets and presentations, and experience preparing, documenting and presenting narrative reports and statistical analysis
• You will have experience with Salesforce.com, Xactly Incent or equivalent compensation system and experience working in enterprise finance systems
• You have hands-on Xactly Administrator experience in Incent and Analytics, including configuring new plans and developing rules and formulas in Xactly.
• You have experience strengthening data quality, reconciliation controls, audit trails, and governance processes across CRM, incentive compensation, finance, and payroll systems.
• You have experience leading system enhancements, user acceptance testing, implementation partners or vendors, and compensation technology roadmaps that support scalable global operations.
• You have SQL experience, with the ability to query, analyze, and interpret data to support reporting, data analysis, ETL and business decision making  
• A Certified Sales Compensation Profession (CSCP) designation is an asset