Sales Operations Manager

We are seeking a strategic and execution-focused Sales Compensation Manager to manage our B2B SaaS sales compensation programs end-to-end. You will play a central role in designing, planning, executing, and analysing compensation plans across multiple GTM teams and roles (AE, AM, CSM, BDR, Channel Managers, etc.).

This individual will collaborate cross-functionally with Sales, Sales Operations, and Sales Finance to ensure compensation plans are aligned with business goals, scalable, and compliant with financial targets.

Key Responsibilities:

1. Plan Design & Alignment

• Assist in the annual and mid-year Sales Compensation Plan design lifecycle for all GTM roles.
• Collaborate with Sales and Finance leaders to align OTE structures, quota setting philosophy, and pay mix strategies to corporate goals.
• Deploy territory-specific and role-specific incentive structures (quota-based, MBO, SPIFFs, hybrid).

2. Quota Planning & Consolidation

• Partner with broader Sales Ops to consolidate quotas across the Sales organization and validate hierarchical rollup
• Validate over-assignments, capacity models, and quota coverage vs. AOP at each GTM layer.
• Ensure timely submission of quota packages to Sales Finance.

3. Execution & Administration

• Oversee monthly/quarterly commissions cycle including approvals, validation of manual attainment metrics, and audit tracking.
• Coordinate with Sales Comp Finance to ensure timely and accurate pay-outs.
• Support exception handling, mid-cycle plan changes, and new hire ramp-up models.

4. Monitoring & Effectiveness

• Track and report on attainment vs. payout trends, compensation cost of sale (CCOS), and incentive programs ROI.
• Assist in Commission QBRs with Sales and Executive Leadership with actionable insights.
• Monitor plan effectiveness and suggest mid-course corrections or new comp levers (e.g., accelerators, caps, clawbacks).

5. Systems, Tools & Compliance

• Operate within Sales Compensation platforms like Xactly Incent.
• Ensure data hygiene and alignment between CRM, Finance systems, and Compensation management tools.
• Support audits and internal controls to maintain compliance and fairness in pay.
  Qualifications

Good to Have:

• Prior experience in public SaaS companies or fast-scaling startups
• Certification in Sales Compensation (e.g., CSCP, WorldatWork, Xactly Certified Expert).