About this role
Overview
Key Responsibilities
1. Sales Compensation Plan Design & Implementation
- Design, model, and implement sales compensation plans aligned with business strategy, revenue priorities, and the seller behaviours the organisation wants to reinforce
- Translate commercial objectives into clear plan mechanics, including measures, weightings, thresholds, accelerators, caps, and eligibility rules
- Partner with Sales Leadership and Revenue Operations to assess plan scenarios, cost implications, and potential behavioural outcomes before launch
- Develop plan documentation, calculation rules, and approval materials to ensure plans are clearly understood and consistently administered
- Coordinate annual and in-year plan changes, ensuring updates are implemented accurately and communicated on time
2. Seller Setup, Quota Administration & Enablement
- Manage seller eligibility, plan enrolment, role changes, territories, effective dates, and other compensation-related master data
- Coordinate quota-setting and assignment processes, validate inputs, and maintain accurate records of approved quotas and amendments
- Prepare and deliver seller and manager training on plan objectives, mechanics, performance measures, and payout timelines
- Issue plan documents and quota notifications, track acknowledgement, and respond to seller questions with clear and consistent guidance
- Maintain process checklists, calendars, and controls to ensure compensation activities are completed accurately and on schedule
3. Commission Calculation & Payout Management
- Own or coordinate the end-to-end commission cycle, including data collection, calculation validation, approvals, payroll handoff, and payment reconciliation
- Validate performance data and payout calculations, investigate exceptions, and resolve discrepancies with Sales, Finance, HR, and Payroll
- Administer adjustments, guarantees, draws, new-hire treatments, leaves of absence, and other approved exceptions in line with plan rules
- Maintain auditable records of calculations, approvals, disputes, and corrections
- Monitor payout accuracy and timeliness, identify recurring issues, and improve controls to reduce errors and manual effort
4. Plan Effectiveness, Analytics & ROI
- Conduct quarterly analyses of plan effectiveness, payout distribution, attainment, cost of sales, and return on compensation investment
- Assess whether plans are driving the intended seller behaviours and business outcomes, and identify unintended consequences or performance gaps
- Produce dashboards and leadership insights on quota attainment, participation, payout trends, exceptions, and forecasted compensation expense
- Develop recommendations for plan refinements based on performance data, seller feedback, market practice, and business priorities
- Support annual planning with scenario modelling, benchmarking, and cost projections
5. Governance, Compliance & Cross-Functional Partnership
- Partner with HR and Finance to maintain sales compensation governance, approval standards, and compliance with company policies and applicable regulations
- Support plan review and approval forums by preparing documentation, analysis, decision logs, and implementation requirements
- Ensure plan terms, quota decisions, payouts, and exceptions follow defined authority levels and are applied consistently
- Coordinate with Legal, Payroll, Tax, and regional stakeholders where local requirements affect plan design or administration
- Maintain controls and documentation that support internal reviews, audits, and continuous process improvement
Responsibilities
Essential
- 3–5 years of experience in sales compensation, Sales Operations, Revenue Operations, Finance, or a closely related role
- Hands-on experience designing or administering variable compensation plans, quotas, commission calculations, and payout processes
- Strong analytical capability, including experience modelling plan outcomes, analysing attainment and payout data, and translating findings into recommendations
- Advanced proficiency in Excel or equivalent analytical tools; able to work accurately with large, detailed datasets
- Strong understanding of sales performance measures, quota mechanics, incentive design principles, and compensation cost drivers
- Demonstrated ability to manage sensitive compensation information with discretion, accuracy, and sound judgement
- Clear communicator who can explain complex plan rules to sellers, managers, and senior stakeholders
- Strong cross-functional collaboration skills, particularly with Sales, HR, Finance, Payroll, and Revenue Operations
Preferred
- Experience supporting sales compensation across multiple countries, business units, or sales roles
- Familiarity with incentive compensation management platforms and CRM, HRIS, ERP, or payroll systems
- Experience with compensation governance, audit controls, and regulatory or policy compliance
- Knowledge of market benchmarking and sales compensation best practices in a B2B technology or services environment
- Experience creating seller communications, plan documents, training materials, and management dashboards
Attributes
- Highly accurate and detail-oriented — compensation decisions and payouts demand precision
- Commercially minded — understands how incentive design influences seller behaviour and business performance
- Analytical and curious — looks beyond the numbers to identify causes, risks, and opportunities
- Process-driven — builds repeatable controls, documentation, and timelines that scale
- Confident and diplomatic — able to challenge assumptions, resolve disputes, and maintain trusted stakeholder relationships
- Comfortable operating in a fast-changing environment with competing deadlines and evolving business priorities