This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Incentive Compensation Manager based in the United States.
This role offers the opportunity to shape global incentive compensation strategies within a fast-growing technology organization.
The Incentive Compensation Manager will design, manage, and optimize compensation programs that motivate revenue teams and support strategic business goals.
Working closely with Sales, Customer Success, Finance, People, and executive stakeholders, this position ensures compensation programs drive the right behaviors and business outcomes.
The role combines strategic planning, advanced analytics, operational execution, and process improvement across complex go-to-market environments.
The ideal candidate will bring deep expertise in SaaS sales compensation, revenue models, and scalable compensation operations.
This is a high-impact opportunity for a compensation leader who enjoys solving complex challenges and influencing organizational success.
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Incentive Compensation Manager based in the United States.
This role offers the opportunity to shape global incentive compensation strategies within a fast-growing technology organization.
The Incentive Compensation Manager will design, manage, and optimize compensation programs that motivate revenue teams and support strategic business goals.
Working closely with Sales, Customer Success, Finance, People, and executive stakeholders, this position ensures compensation programs drive the right behaviors and business outcomes.
The role combines strategic planning, advanced analytics, operational execution, and process improvement across complex go-to-market environments.
The ideal candidate will bring deep expertise in SaaS sales compensation, revenue models, and scalable compensation operations.
This is a high-impact opportunity for a compensation leader who enjoys solving complex challenges and influencing organizational success.
Accountabilities:
- Lead the annual design and execution of incentive compensation programs in partnership with Sales, Customer Success, Finance, and executive leadership.
- Develop role-specific compensation frameworks, including base and variable pay structures, quota-to-OTE ratios, accelerators, thresholds, and performance incentives.
- Design compensation models that support both subscription-based and consumption-based revenue strategies, including hybrid quota structures and usage-based incentives.
- Build governance processes for compensation plans, including approvals, exception management, policy updates, and ongoing administration.
- Analyze compensation scenarios to balance motivation, cost efficiency, competitiveness, and business predictability.
- Create incentive programs such as SPIFs, contests, and accelerators to support strategic business priorities.
- Develop analytics frameworks to measure compensation effectiveness, productivity impact, payout performance, and cost efficiency.
- Monitor key compensation metrics, including attainment trends, payout ratios, plan leverage, and cost-per-dollar-sold.
- Conduct performance reviews of compensation programs and recommend improvements based on business results and market trends.
- Use AI-powered tools and automation to improve compensation modeling, reporting, self-service capabilities, and operational efficiency.
- Partner with Finance teams on compensation forecasting, budgeting, and actual-versus-plan reporting.
- Collaborate with Legal, Compliance, and People teams to ensure programs align with regulations, internal policies, and global requirements.
- Act as a trusted advisor to Sales leadership and executives on compensation strategy, plan mechanics, and business alignment.
- Lead communication and enablement initiatives to help employees and managers understand compensation programs.
- Partner with Sales Enablement teams to incorporate compensation education into onboarding and ongoing training.
- 5+ years of progressive compensation experience, including 3–5 years focused specifically on sales compensation design, strategy, and operations.
- Strong expertise in B2B SaaS and consumption-based sales compensation models.
- Experience designing compensation programs for multiple revenue roles, including Account Executives, Sales Engineers, Customer Success teams, and channel organizations.
- Proven experience scaling compensation operations within high-growth technology companies.
- Direct experience creating incentive structures for hybrid SaaS and usage-based revenue models.
- Strong understanding of revenue growth dynamics, including expansion, retention, and consumption-based incentives.
- Experience using AI or automation tools to improve compensation processes and analytics.
- Demonstrated success designing compensation plans that drive measurable improvements in sales productivity and business outcomes.
- Experience implementing global compensation programs across different regions and regulatory environments.
- Advanced proficiency with compensation management platforms such as Xactly, CaptivateIQ, Varicent, or similar tools.
- Experience with CRM systems such as Salesforce and data analytics platforms such as SQL, Tableau, or Looker.
- Advanced Excel or Google Sheets modeling skills, including scenario analysis and financial modeling.
- Strong understanding of quota-setting methodologies and the relationship between territories, performance expectations, and incentives.
- Familiarity with revenue recognition concepts, including ASC 606 considerations for commissions.
- Exceptional analytical skills with strong attention to detail and accuracy.
- Excellent communication skills with the ability to explain complex compensation concepts clearly to diverse audiences.
- Competitive base salary range of $139,200 – $235,200 USD.
- Eligibility for incentive-based compensation opportunities.
- Comprehensive benefits supporting health, finances, and overall well-being.
- Flexible paid time off policy.
- Equity compensation and employee stock purchase plan.
- Growth and development resources to support career advancement.
- Parental leave benefits.
- Home office support for remote employees.
- Remote-first work environment with flexibility across locations.
- Opportunity to influence compensation strategy within a global technology organization.
- Collaborative culture focused on innovation, inclusion, and continuous improvement.
The Incentive Compensation Manager will own the strategy, design, implementation, and ongoing optimization of incentive compensation programs across revenue-focused teams. This role requires strong analytical capabilities, operational discipline, and the ability to partner with senior leaders to create programs that improve performance, alignment, and business growth.
Requirements:
The ideal candidate is a strategic compensation professional with deep experience designing incentive programs in complex B2B SaaS environments. They should combine strong financial analysis skills with the ability to influence stakeholders and manage large-scale compensation operations.
Benefits:
The role offers a comprehensive benefits package designed to support employees’ health, financial security, flexibility, and professional development.