Senior Manager of Commissions & Design

About Team & About Role:

The Senior Manager of Commissions & Design is responsible for leading the end-to-end commissions function, ensuring accurate, timely, and scalable execution of sales compensation. This role partners closely with Sales Operations, HR and Finance to design and operationalize compensation plans, improve processes, and deliver actionable insights that drive performance and trust.

Key Responsibilities

Commissions Execution & Accuracy

• Own monthly/quarterly commission calculations, validation, and payouts 
• Ensure auditability and compliance with SoX and sales compensation policies 
• Manage exception handling and governance in partnership with Sales Ops & Finance 
• Oversee commissions systems (e.g., Xactly) and ensure data integrity across inputs and outputs, including annual UAT activities

Process & Systems Optimization

• Build and scale commissions processes to support company growth and complexity 
• Lead system enhancements, automation, and integrations with CRM and upstream data sources 
• Reduce manual adjustments by identifying root causes and improving upstream processes
• Partner with Sales Compensation to ensure plan designs are operationally scalable and system-compatible
• Drive continuous improvement across global processes, including standardization across regions and segments

Cross-Functional Partnership

• Partner with Sales Operations on plan design and rollout, SPIFFs, and policy interpretation
• Collaborate with Finance on accruals, forecasting, and expense management
• Serve as the primary escalation point for commissions-related inquiries
• Contribute to Sales Compensation Committee materials, including payout trends, exception analysis, and operational insights
• Support global stakeholders, including occasional travel to align with international teams and processes

Reporting & Insights

• Deliver reporting on commissions trends, attainment, and payout distribution 
• Identify risks (overpayment, underpayment, plan misalignment) 
• Provide insights to improve plan effectiveness and sales behavior 
• Analyze exception trends and partner with Sales Compensation to address root causes
• Support executive-level reporting needs, including inputs into compensation reviews and governance forums

Team Leadership

• Manage and develop commissions analysts/specialists 
• Establish SLAs, QA processes, and documentation standards 
• Build a high-trust, service-oriented team culture 

Qualifications

• 7–10+ years in commissions, sales compensation, or sales operations 
• Strong experience with commissions platforms (e.g., Xactly) 
• Deep understanding of sales compensation structures (quota, accelerators, SPIFFs, clawbacks) 
• Advanced Excel / data skills; experience with BI tools (Tableau, etc.) preferred 
• Strong cross-functional communication and stakeholder management 
• Experience scaling processes in high-growth or SaaS environments

#LI-KP1

 

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.US (SF Bay Area, DC Metro, NYC, Seattle) Pay Range$108,200—$162,400 USDThe minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.US2 (all other US offices/remote) Pay Range$97,400—$146,200 USD

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