As our
Manager, Sales Compensation & Territory Planning, you will be responsible for supporting the design, implementation, administration, and ongoing governance of sales compensation, quota, and territory programs. This role translates company growth objectives, booking targets, organizational design, and market opportunity into equitable territories, achievable quotas, and incentive plans that motivate the right behaviors while remaining financially sustainable and operationally scalable. The Manager serves as a strategic and operational partner to Sales, Commercial Operations, Finance, Human Resources, Total Rewards, Legal, Accounting, Salesforce, and senior leadership. The role owns major components of the annual sales-planning lifecycle and ensures that compensation plans, territory assignments, quota allocations, Salesforce data, Workday records, and commission systems remain accurate, aligned, and ready for execution.
Here's what you will experience working as a Manager, Sales Compensation & Territory Planning:Sales Compensation Strategy and Plan Design
- Support the annual design, modeling, approval, documentation, implementation, and communication of sales compensation plans.
- Partner with Sales, Finance, HR, Total Rewards, Legal, and Commercial Operations to align plan mechanics and incentives with business strategy, booking targets, budget, and selling roles.
- Evaluate plan performance, costs, payouts, exceptions, and prior-year results to recommend improvements.
- Maintain plan provisions, templates, approval milestones, distribution, signatures, and participant communications.
Commission Administration and Governance
- Oversee commission administration and validate bookings, attainment, incentives, adjustments, and payouts.
- Lead adjustment reviews and resolve commission questions, disputes, exceptions, territory conflicts, and crediting issues.
- Monitor attainment, payout trends, budget risk, and plan effectiveness; provide actionable insights to leadership.
- Maintain consistent governance, approvals, reconciliations, controls, and audit-ready documentation.
Territory Planning and Account Governance
- Support the territory design, account assignment, and realignment using market opportunity, whitespace, capacity, strategy, and performance data.
- Coordinate recurring coverage and whitespace reviews and manage changes arising from staffing, organizational, and business needs.
- Maintain clear governance for territory rules, blockers, account status and hierarchies, overlays, referrals, and shared-selling scenarios.
- Partner with leadership to assess territory balance, headcount, capacity, and coverage effectiveness.
Quota Setting and Sales Planning
- Manage quota methodology, pool development, allocation, review, assignment, and ongoing maintenance.
- Translate booking targets, financial plans, territory opportunity, and organizational design into individual and team quotas.
- Model quota fairness, attainability, productivity, phasing, and financial impact while ensuring alignment to company targets and sales capacity.
- Maintain accurate quota records and coordinate changes with Sales, Finance, HR, and Workday.
Systems, Data, and Process Management
- Own business requirements for compensation, quota, territory, account, and crediting processes across Salesforce, commission platforms, Workday, and reporting tools.
- Coordinate system scoping, configuration, testing, implementation, reconciliation, and ongoing administration.
- Maintain data quality and recurring controls across territories, quotas, plans, pipeline, bookings, account hierarchies, and employee records.
- Improve scalability through automation, standardized workflows, documentation, and process controls.
Cross-Functional Leadership and Communication
- Coordinate compensation, quota, and territory planning across Sales, Commercial Operations, Finance, HR, Total Rewards, Legal, Accounting, Procurement, Salesforce, and service-line leadership.
- Facilitate planning and readiness meetings and track decisions, owners, dependencies, risks, and deadlines.
- Communicate plan mechanics and territory concepts clearly; develop training, documentation, manager guidance, and onboarding support.
- Identify and escalate downstream risks and manage external incentive-compensation partners.
Required Skills:- Bachelor's degree in Finance, Business, Economics, Human Resources, Analytics, Sales Operations, or a related field, or equivalent relevant experience.
- Five or more years of experience in sales compensation, revenue operations, sales operations, territory planning, quota setting, financial planning, or a related discipline.
- Demonstrated experience designing, modeling, or administering variable compensation plans.
- Experience with territory design, account assignment, quota allocation, or sales-capacity planning.
- Strong financial and analytical skills, including the ability to build scenario models, reconcile data, and evaluate cost and payout implications.
- Advanced proficiency with Microsoft Excel and experience working with large, complex data sets.
- Working knowledge of Salesforce or another enterprise CRM platform.
- Experience partnering with Sales, Finance, Human Resources, Total Rewards, Legal, and senior leadership.
- Strong project-management skills with the ability to coordinate multiple interdependent workstreams and fixed annual deadlines.
- Excellent written and verbal communication skills, with the ability to explain complex plan mechanics clearly and concisely.
- High degree of discretion, accuracy, judgment, and accountability when handling sensitive compensation and employee information.
For this US-based position, the base pay range is $65,000.00 - $116,747.20 per year . Individual pay is determined by role, level, location, job-related skills, experience, and relevant education or training.
This job is eligible to participate in our annual bonus plan at a target of 10.00%
To learn more, visit: R1RCM.com
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