Sales Compensation Sr. Advisor
Accountabilities: Manage monthly and quarterly commission calculations, ensuring accuracy, timeliness, consistency, and audit readiness.
Validate commissionable transactions, including new bookings, renewals, upsell and cross-sell activity, adjustments, and other eligible transactions.
Handle exceptions such as clawbacks, givebacks, credit adjustments, and commission disputes, ensuring appropriate resolution and documentation.
Support the preparation of commission pay files and payroll submissions.
Translate sales compensation plans into system logic, including quotas, tiers, accelerators, and incentive structures.
Maintain and optimize sales compensation platforms such as Xactly, CaptivateIQ, Varicent, Oracle Incentive Compensation, or similar systems.
Partner with Sales Operations to maintain accurate sales hierarchies, territories, quotas, and crediting structures.
Support quota letter generation, compensation plan documentation, and related administrative processes.
Produce regular reporting on sales attainment, commissions, and cost of sales.
Conduct variance analysis to identify trends, anomalies, discrepancies, and potential data-quality issues.
Provide analytical insights to leadership regarding plan effectiveness, sales behaviors, and compensation outcomes.
Support forecasting and commission accrual processes in collaboration with Finance and Accounting.
Maintain strong controls over compensation data, adjustments, approvals, and payout processes.
Ensure adherence to internal policies, audit requirements, and applicable accounting standards, while supporting internal and external audits.
Collaborate with Sales Operations, Human Resources, Finance, Accounting, and Order Management to validate data and resolve compensation-related issues.
Serve as a key point of contact for sales compensation questions, escalations, and operational support.
Identify opportunities to automate manual processes, improve scalability, and strengthen operational efficiency.
Support compensation system implementations, migrations, testing, and user acceptance testing (UAT).
Contribute to the ongoing evolution of compensation programs and processes as the business grows.
Requirements:
Bachelor's degree in Finance, Business, Economics, or a related field.
4–7+ years of experience in sales compensation, finance, sales operations, or a closely related discipline, preferably within a SaaS environment.
Strong understanding of commission structures, including quotas, tiered plans, accelerators, incentives, and payout mechanisms.
Hands-on experience with sales compensation platforms such as Xactly, CaptivateIQ, Varicent, Oracle Incentive Compensation, or similar tools.
Advanced Excel skills, including financial modeling, reconciliation, data analysis, and working with large datasets.
Strong analytical and problem-solving abilities, combined with exceptional attention to detail and accuracy.
Experience supporting global sales compensation programs across multiple regions is preferred.
Familiarity with SQL, Power BI, Tableau, or other data analysis and reporting tools is an advantage.
Experience with system implementations, process transformation, automation, or operational improvement initiatives is desirable.
Understanding of SaaS metrics such as ARR, ACV, churn, and expansion revenue is a plus.
Strong data-driven mindset with the ability to translate complex information into clear insights and recommendations.
High level of ownership, accountability, and reliability when managing sensitive compensation processes.
Excellent communication and stakeholder management skills, with the ability to collaborate across Finance, HR, Sales Operations, and other business functions.
Ability to work effectively in complex and ambiguous environments while managing multiple priorities.
Continuous-improvement mindset with an interest in automation, process optimization, and scalable solutions.
Benefits:
Opportunity to work on global sales compensation programs within a complex SaaS environment.
Exposure to enterprise-scale sales operations, compensation structures, and complex business processes.
Collaboration with experienced professionals across Finance, Sales Operations, Human Resources, Accounting, and other functions.
Opportunities to develop expertise in sales compensation technology, analytics, automation, and process transformation.
Meaningful ownership and visibility across compensation operations and business performance.
Opportunities for professional development and career growth.
A culture that values innovation, teamwork, wellbeing, accountability, and performance.
Supportive environment focused on employee health, wellbeing, and long-term professional development.
Opportunity to contribute to initiatives that improve sales productivity, financial accuracy, and operational scalability.
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