Sales Compensation Sr. Advisor
Overview
We are seeking a highly analytical and detail-oriented Sales Compensation Advanced Analyst to support the design, administration, and optimization of global sales compensation programs.
This role plays a critical part in ensuring accurate commission calculation, operational scalability, and alignment between sales incentives and company growth objectives in a complex, global SaaS environment.
The ideal candidate brings strong experience in commission systems, data analysis, and cross-functional collaboration, with the ability to operate both strategically and operationally.
Responsibilities
Commission Operations & Execution
- Calculate monthly and quarterly commissions, ensuring accuracy, timeliness, and audit readiness
- Validate commissionable transactions, including new bookings, renewals, upsell/cross-sell, and adjustments
- Manage exception handling, including clawbacks, givebacks, credit adjustments, and dispute resolution
- Support pay file preparation and payroll submissions
Plan Administration & System Management
- Translate compensation plans into system logic, including quotas, tiered structures, accelerators, and incentives
- Maintain and optimize sales compensation systems (e.g., Xactly, CaptivateIQ, Varicent, or similar tools)
- Partner with Sales Operations to ensure accurate hierarchy, territory, and crediting structures
- Support quota letter generation and plan documentation
Reporting, Analytics & Insights
- Produce regular reporting on attainment, commissions, and cost of sales
- Perform variance analysis and identify trends or anomalies in commission results
- Provide insights to leadership on plan effectiveness and sales behavior
- Support forecasting and accrual processes in partnership with Finance
Controls, Compliance & Audit
- Ensure compliance with internal policies, audit requirements, and accounting standards
- Maintain strong controls over data integrity, adjustments, and payout approvals
- Support internal and external audits
Cross-Functional Collaboration
- Partner closely with:
- Sales Operations (quota, territory, hierarchy)
- Human Resources (eligibility, employee lifecycle changes)
- Finance and Accounting (accruals, reporting, compliance)
- Order Management (booking and revenue validation)
- Serve as a point of contact for sales compensation inquiries and escalations
Continuous Improvement & Transformation
- Identify opportunities to reduce manual processes and improve automation
- Support system implementations, migrations, and user acceptance testing (UAT)
- Contribute to evolving compensation design as the business scales
Qualifications
- Bachelor’s degree in Finance, Business, Economics, or related field
- 4–7+ years of experience in sales compensation, finance, or sales operations, preferably in SaaS
- Strong understanding of commission structures, including tiered plans, quotas, and accelerators
- Experience with sales compensation tools (e.g., Xactly, CaptivateIQ, Varicent, Oracle Incentive Compensation)
- Advanced Excel skills, including modeling, reconciliation, and large dataset analysis
- Strong analytical, problem-solving, and attention to detail
Preferred Qualifications
- Experience supporting global compensation programs across multiple regions
- Familiarity with SQL, Power BI, Tableau, or other data and reporting tools
- Experience with system implementations or process transformation initiatives
- Understanding of SaaS metrics such as ARR, ACV, churn, and expansion revenue
Key Competencies
- Strong analytical and data-driven mindset
- High degree of accountability and ownership
- Effective communication and stakeholder management skills
- Ability to manage complexity and ambiguity
- Continuous improvement and automation mindset
Why This Role Matters
This role directly supports sales productivity, financial accuracy, and operational scalability by ensuring compensation programs are executed accurately, tr