Job Type
Full-time
Description
Sales Incentives & Commissions Manager to lead the design, governance, administration, and optimization of our sales compensation and commission programs. This is a high-impact role that directly influences sales performance, revenue execution, seller engagement, and commercial scalability across the organization.
Position Summary
The Sales Incentives & Commissions Manager will own the end-to-end strategy, administration, forecasting, governance, and continuous improvement of all sales compensation and third-party commission programs. This individual will serve as the subject matter expert for compensation plan design, commission operations, payment accuracy, forecasting, compliance, and stakeholder communication. The ideal candidate combines strong analytical capabilities with operational discipline and the ability to collaborate effectively across Sales, Finance, HR, Commercial Operations, and executive leadership. This role is responsible for ensuring our compensation programs are accurate, motivating, transparent, scalable, and aligned with company objectives
Requirements
Compensation Strategy & Design
• Lead the development and ongoing optimization of sales compensation plans across
multiple sales roles and channels.
• Align compensation structures with business goals, growth priorities, and role-specific
responsibilities.
• Design and manage:
o Quotas and targets
o Performance weights
o Accelerators and payout curves
o Gates and thresholds
o Caps and special incentive programs
• Evaluate program effectiveness and recommend enhancements that support revenue
growth and seller productivity.
• Establish compensation governance standards and administration guidelines.
Program Governance & Compliance
• Develop and manage compensation governance frameworks, policies, and controls.
• Own exception management processes and approval workflows.
• Coordinate stakeholder reviews, approvals, and annual sign-off processes.
• Maintain audit-ready documentation and compensation records.
• Ensure programs comply with internal controls, financial requirements, and company
policies.
• Lead periodic compliance reviews and compensation audits.
Forecasting & Commission Operations
• Own commission forecasting, accrual methodologies, and payout modeling.
• Partner with Finance to support monthly, quarterly, and annual financial planning
processes.
• Oversee commission calculation processes and payment administration.
• Ensure accurate and timely commission payments for internal sales teams and external
partners.
• Identify and implement opportunities for automation, process optimization, and
operational efficiency.
• Drive initiatives that reduce manual adjustments and administrative complexity.
Communication & Sales Enablement
• Create and maintain compensation plan documents and supporting materials.
• Develop FAQs, training content, presentations, and communication resources.
• Partner with Sales leadership to ensure sellers understand plans, performance metrics,
and earning opportunities.
• Build and maintain sales compensation and commission administration playbooks.
• Lead ongoing communications and change management efforts related to compensation
programs.
Required Qualifications
• Bachelor's degree in Business, Finance, Accounting, Economics, Operations, or a related
field.
• 5+ years of experience in sales compensation, incentive management, sales operations,
finance, revenue operations, or a related analytical function.
• Experience designing and administering sales compensation plans and commission
programs.
• Strong financial modeling, forecasting, and analytical skills.
• Advanced proficiency in Microsoft Excel and reporting tools.
• Demonstrated ability to manage complex operational processes with a high degree of
accuracy.
• Strong project management, communication, and stakeholder management skills.
Preferred Qualifications
• Experience supporting both direct and indirect/channel sales organizations.
• Experience with sales compensation platforms and commission management systems.
• Knowledge of revenue operations, sales planning, and commercial performance
management.
• Experience partnering with executive leadership on compensation strategy and business
planning.
• Power BI, CRM, and sales analytics experience.
Disclaimer
The statements above are intended to describe the general nature and level of work being performed. They are not an exhaustive list of all responsibilities, duties, or skills required. Forgent Power reserves the right to modify, interpret, or apply this job description as needed.
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Salary Description
130,000 - $155,000 + bonus
