Quota and Incentive Compensation Manager

Key Responsibilities:

Quota Planning & Management

Design and deliver global, regional, and individual quota models by segment, sub-region, and Sales Director.

Develop annual “strawman” quota models to establish sales baselines and drive revenue planning.

Maintain integrity and adaptability in quota frameworks to account for real-time account transitions and organizational changes.

Incentive Compensation Program Development

Build annual compensation plans that align with sales objectives, revenue targets, and behavioral drivers.

Partner with Salesforce Admins to implement quotas and ensure monthly reporting reflects the mechanics of the plan accurately.

Calculate monthly commissions, manage incentive payout models, and provide finance with timely accruals and transaction-level reporting.

Sales Analytics & Operational Support

Lead account and territory management efforts — including the impact of account changes on quotas and performance baselines.

Track and analyze KPIs to assess sales performance and incentive effectiveness.

Respond to individual sales team commission inquiries with clear, timely information.

Process & Program Development

Develop and enforce standards of performance, rules of engagement, and account management best practices.

Support the creation of global account programs and other scalable processes to ensure clarity, consistency, and momentum across the sales organization.

Requirements:

Proven experience in sales operations, finance, or compensation planning, preferably in a high-growth B2B or SaaS environment.

Strong analytical mindset with the ability to interpret data, model performance scenarios, and forecast compensation impacts.

Proficiency with CRM systems (Salesforce preferred), Excel/Google Sheets, and BI/reporting tools.

Exceptional attention to detail, integrity in financial calculations, and the ability to manage confidential information.

Collaborative and responsive; skilled at working cross-functionally in a fast-paced, evolving environment.

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