About the RoleRevenue Operations owns the accuracy of every dollar paid to our global sales organization. As our Senior Commissions Analyst, you are the ultimate owner of that calculation. You will manage the end-to-end commission lifecycle across our global sales team, navigate complex credit exceptions, and partner directly with Finance on monthly close and accruals.
This is a critical, high-visibility role for an operational builder. Today, our commission process relies on complex spreadsheet models. You will be responsible for bringing institutional rigor, documented controls, and scalable standard operating procedures to our payouts. Beyond maintaining day-to-day precision, you will drive the transition off spreadsheets by leading our evaluation, selection, and business implementation of a dedicated sales compensation automation platform.
The bar for success in this role is high: 100% payout accuracy, on-time delivery, transparent visibility for sales reps, and a resilient process that never depends on a single person's memory.
What You Will OwnRun the Global Cycle- Global Payout Execution: Calculate and issue accurate sales commission payouts across US, APAC, and EMEA pay cadences according to their distinct schedules.
- Complex Calculations: Compute attainment against individual and team quotas. Apply tiered and accelerated rate schedules, including marginal and threshold mechanics.
- Exception Resolution: Resolve complex crediting edge cases, including deal splits, contract amendments, contractions/churn, timing adjustments, fintech credits, PEPM credits, and BDR meeting credits.
- Rep Visibility & Disputes: Produce clear, rep-facing commission statements. Serve as the primary point of contact for rep inquiries, researching discrepancies to root cause and resolving them inside a single pay cycle.
- Roster & Plan Administration: Maintain compensation records for changes in headcount, ramp schedules, new hires, terminations, transfers, territory adjustments, and mid-period quota changes.
- Finance Partnership: Partner with Finance and Accounting on monthly commission accruals, reconciliations, financial close, and audit documentation.
Build the System & Controls- Process Documentation: Document the end-to-end commission cycle into clear Standard Operating Procedures (SOPs) so that a trained backup can seamlessly execute payouts without escalation.
- Internal Controls: Establish version control, auditable calculation trails, and formal pre-payout review steps.
- Unified Crediting Governance: Partner with RevOps, Finance, and Sales leadership to formalize crediting rules so a single definition of a booking governs our forecast, sales leaderboards, and commission checks.
- System Automation: Lead requirements gathering and vendor evaluation for an automated commissions platform (e.g., CaptivateIQ, Spiff, Everstage), acting as the primary business owner through tool implementation.
Advise & Model- Plan Feasibility: Serve as the subject matter expert during annual compensation plan design. Model the cost impact and behavioral incentives of proposed plan changes before final approval.
- Proactive Feedback: Identify and flag areas where plan mechanics introduce calculation ambiguity, high dispute volume, or misaligned behavioral incentives.
What Success Looks Like in Year 1- Flawless Execution: Maintain 100% on-time, highly accurate payouts through company growth and system transition.
- Resilient Infrastructure: Complete end-to-end SOPs and audit-proof controls that allow a trained backup to run a payout effortlessly.
- Single Source of Truth: Publish agreed-upon crediting rules co-owned by RevOps, Finance, and Sales.
- Tooling Implementation: Complete vendor selection and business implementation for an automated compensation software platform.
- Streamlined Disputes: Significantly reduce commission dispute volume and resolve all remaining inquiries within a single pay cycle.
What You BringRequired- 5+ years of direct experience owning sales commission calculations, sales compensation administration, or a closely related analytical finance/ops function.
- Proven track record of independently owning a complete sales commission cycle end-to-end without a dedicated commission tool.
- Advanced Excel Expertise: Mastery of complex multi-tab modeling, advanced lookup logic, nested formulas, data validation, and multi-source data reconciliation.
- Deep understanding of tiered, accelerated, and complex variable compensation plan mechanics, with an ability to clearly explain payouts to sales reps and leadership.
- Functional proficiency with Salesforce (or similar CRM) reporting to source and audit deal-level data.
- Impeccable discretion when handling confidential compensation data.
- History of delivering flawless accuracy under strict, non-negotiable deadlines.
Preferred- Experience evaluating, implementing, or administering automated commission platforms (e.g., CaptivateIQ, Spiff, Everstage, Xactly, Varicent).
- Experience managing multi-region, multi-currency payouts across varied pay frequencies.
- Proficiency with SQL, Tableau, PowerBI, or modern data stack analytical tools.
- Experience in a B2B SaaS or recurring revenue environment, including familiarity with ARR, contraction, expansion, and multi-year contract mechanics.
