Compensation Planning & Operations, Senior Manager

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About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Role Overview

We are seeking a Senior Manager of Compensation Planning and Operations to manage the design, implementation, and operational execution of our Customer Success compensation strategy. This is a critical, high-visibility role responsible for supporting Salesforce's revenue goals by ensuring our compensation plans motivate our sales teams and drive business performance.

You will manage key components of the compensation lifecycle, from annual planning support to operational execution and attainment calculation. You will partner closely with leadership across Customer Success, Finance, and HR to execute and maintain a world-class compensation framework. Success in this role requires deep expertise in compensation, strong business acumen, process excellence, project management, and the ability to manage complex operational processes at scale.

Key Responsibilities

• Support the end-to-end annual compensation planning process, collaborating with leadership on plan design, modeling scenarios, and policy implementation (e.g., new hires, LOAs).

• Manage day-to-day compensation operations, ensuring the accurate and timely calculation of quarterly attainment and payouts. Oversee KSO/MBO assessment processes, exception handling, and audits.

• Partner on the systems and tools strategy for compensation. Manage the configuration, maintenance, and optimization of compensation payment and forecasting tools to drive automation and efficiency.

• Manage the compensation forecasting process, providing regular attainment and payout forecasts to leadership. Conduct deep-dive analysis to explain variances to forecast, identify trends, and provide actionable insights on performance.

• Manage all compensation-related impacts of Go-to-Market changes, including updating targets, quotas, and resource carving to ensure alignment with new territories or account scopes.

• Develop and deliver comprehensive documentation, socialization, and enablement materials for new compensation plans and processes to ensure clear understanding and adoption across the organization.

• Build and maintain strong, collaborative relationships with key stakeholders in Sales, Finance, HR, and Operations to ensure alignment and execute compensation strategies effectively.

Qualifications & Experience

• 8+ years in a highly analytical and operational role within Sales Operations, Compensation, or Finance, with a proven track record of managing enterprise-scale sales compensation programs.

• Strong experience in sales compensation plan design, mechanics, and operational execution within a large, complex SaaS or tech environment.

• Strong financial and business acumen, with the ability to build and maintain complex models for compensation forecasting, cost-of-sales analysis, and performance tracking.

• Advanced proficiency in SQL for complex data extraction and manipulation is required.

• Advanced skills in data visualization tools (e.g., Tableau) and advanced skills in Excel/Google Sheets for financial modeling and analysis. Experience with compensation management tools (e.g., Spiff, Xactly) is strongly preferred.

• Excellent ability to translate complex quantitative analysis into clear, actionable insights and recommendations for leadership and business partners.

• Proven experience managing complex, cross-functional projects and processes in a fast-paced, dynamic environment.

• Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively with stakeholders across various levels.

• High comfort with ambiguity and change; ability to influence without authority and build consensus across matrixed teams.

Unleash Your Potential

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