The Lead, Sales Compensation is responsible for owning and scaling core sales compensation operations while beginning to influence plan design, governance, and process improvements. This role serves as the bridge between execution and strategy, translating business needs into durable compensation processes and ensuring accuracy, compliance, and operational excellence.
The role operates with end‑to‑end ownership of defined compensation programs, partners closely with Sales, Sales Operations, Finance, HR, and Legal, and acts as a day‑to‑day advisor to sales leadership. This role is accountable for outcomes—not just delivery and focuses on operational leadership.
Key Responsibilities:
Sales Compensation Operations
Own
end‑to‑end execution
of assigned sales compensation programs, including:
Plan documentation
Monthly/quarterly accruals
Commission calculations
Payout validation and audits
Ensure
timely, accurate, and compliant
incentive payments across supported sales segments
Act as the primary escalation point for complex compensation issues, disputes, and exceptions
Plan Design Support & Analysis
Partner with senior leaders and Sales Ops to
support plan design and modifications
Translate high‑level plan concepts into executable rules, logic, and system configurations
Analyze compensation outcomes and sales performance data to:
Identify risks, anomalies, and unintended incentives
Recommend targeted improvements (but not full enterprise redesigns)
Systems & Process Ownership
Own day‑to‑day performance of sales compensation systems and tools (e.g., Xactly, Salesforce inputs)
Lead testing, validation, and deployment of plan changes and system enhancements
Identify process gaps and drive
continuous improvement initiatives
to increase scalability and reduce errors
Cross‑Functional Partnership
Serve as a trusted operational partner to:
Sales leadership
Sales Operations
Finance (accruals, controls, reporting)
HR and Legal (policy and compliance alignment)
Support annual planning cycles, sales kickoff preparation, and in‑year plan adjustments
Leadership & Development
Provide functional guidance and mentoring to P5 Leads and analysts
Lead projects or workstreams without formal people management responsibility
May manage 1–2 individual contributors depending on scope and geography (optional, not required)
Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here:
Core Values
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
