Title and Summary

Senior Specialist, Sales Excellence

Overview

Ethoca, a Mastercard company, is seeking a highly analytical and detail-oriented Senior Specialist to join the Sales Excellence team. Reporting to the Manager, Sales Excellence, this role is responsible for owning key sales compensation, data governance, and reporting processes that directly impact business performance and employee compensation.

The successful candidate will possess strong analytical skills, exceptional attention to detail, and the ability to manage complex datasets while delivering accurate results under tight deadlines. This role requires close collaboration with Sales, Account Management, Finance, HR, and Payroll to ensure data integrity, commission accuracy, and operational excellence.

Role
• Lead the end-to-end sales compensation process, including commission calculation, data governance, validation, reporting, and payout execution, ensuring accuracy, auditability, and compliance with compensation policies.
• Analyze and reconcile Salesforce bookings against revenue and billing data, investigating discrepancies and ensuring accurate compensation outcomes.
• Maintain and validate Salesforce opportunity data, ensuring accuracy, completeness, and adherence to data governance standards.
• Partner with Sales and Account Management teams to resolve data quality issues and improve reporting accuracy.
• Prepare and validate commission statements, payout reports, and supporting documentation with a high degree of accuracy and auditability.
• Investigate commission inquiries, exceptions, and disputes; perform root cause analysis and drive timely resolution.
• Develop and maintain analytical models, reconciliations, dashboards, and reports to support sales performance tracking, bookings analysis, and commission reporting.
• Partner with HR, Payroll, and Finance to ensure timely and accurate commission payments while maintaining compliance with compensation policies and internal controls.
• Support audits, compensation plan changes, system enhancements, and process improvement initiatives.
• Identify opportunities to improve process efficiency, automation, data quality, and operational controls.
• Support ad hoc compensation, reporting, and operational requests from business stakeholders and leadership.

All About You
• Bachelor's degree in Accounting, Finance, Economics, Business, Analytics, or a related field; MBA or relevant professional designation (e.g., CPA, CFA) is considered an asset.
• Experience in Sales Operations, Sales Compensation, Revenue Operations, Commercial Finance, Deal Pricing, or a similar analytical role within a B2B environment.
• Experience supporting SaaS, FinTech, Payments, Technology, or subscription-based business models is preferred.
• Strong understanding of sales performance metrics, bookings, revenue concepts, pricing structures, and incentive compensation programs.
• Advanced Excel skills and experience working with Salesforce CRM, including data validation, reconciliation, analysis, and reporting.
• Proven ability to analyze complex business data, identify discrepancies, perform root cause analysis, and apply sound business judgment to resolve non-standard or exceptional scenarios while maintaining accuracy and auditability.
• Exceptional attention to detail, strong analytical and problem-solving skills, and a high degree of ownership and accountability when managing business-critical processes and sensitive compensation data.
• Demonstrated ability to manage multiple priorities, work effectively under pressure, and consistently deliver high-quality results within tight deadlines.
• Strong communication and stakeholder management skills, with the ability to collaborate effectively across Sales, Account Management, Finance, HR, and Operations teams.
• Experience with CRM Analytics, Tableau, Power BI, or similar reporting tools is an asset.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach, and
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.

In line with Mastercard's total compensation philosophy and assuming that the job will be performed in Canada, the successful candidate will be offered a competitive pay based on location, experience and other qualifications for the role and may be eligible to participate in a discretionary annual incentive program. This posting reflects one or more current openings on our team.

Pay Ranges
Toronto, Canada: $83,000 - $132,000 CAD