Manager, Sales Incentive Compensation and Planning, CarOffer

Who we are

At CarGurus (NASDAQ: CARG), our mission is to give people the power to reach their destination. We started as a small team of developers determined to bring trust and transparency to car shopping. Since then, our history of innovation and go-to-market acceleration has driven industry-leading growth. In fact, we’re the largest and fastest-growing automotive marketplace, and we’ve been profitable for over 15 years.

What we do

The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step. That includes everything from the sale of an old car to the financing, purchase, and delivery of a new one. Today, tens of millions of consumers visit CarGurus.com each month, and ~30,000 dealerships use our products. But they're not the only ones who love CarGurus—our employees do, too. We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth. Disrupting a trillion-dollar industry requires fresh and diverse perspectives. Come join us for the ride!

 

CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. With ~14,000 dealerships in the CarOffer network, we make it easy for our dealer customers to automate inventory, connect with the right buyers, and ultimately grow their profitability.

This is a hybrid position based out of our Addison, TX office.

Role overview

As a Manager, Compensation Planning you will be part of the Revenue Operations organization and lead the team focused on commission planning for our Sales team. You will be focused on commission administration, analysis, commission process efficiency, and more. You will support the continued evolution of our sales go-to-market strategy. Success in this role requires an analytical approach, intellectual curiosity, self-direction, and diligent work ethic as well as the ability to lead a high-performing team of Commissions analysts.

What you'll do

• Lead and mentor a team of Compensation Analysts, providing guidance, support, and coaching to ensure high performance and professional growth. 
• Foster a collaborative and inclusive team environment that encourages innovation and continuous improvement.
• Own the monthly commission cycles for multiple plans and different roles
• Manage the end-to-end process of commission calculations, ensuring accuracy and timeliness in payments to sales representatives. Collaborate with Finance and Sales teams to validate commission data and resolve any discrepancies.
• Utilize analytical tools and techniques to analyze commission data, identify trends, and provide insights to support decision-making. Generate regular reports and dashboards to communicate key performance metrics to stakeholders
• Partner with Sales leadership to understand business objectives and contribute to the development of sales go-to-market strategies. Provide analytical support for evaluating sales performance, territory planning, and incentive programs.
• Ensure attainment analysis is executed across teams for management
• Run quarterly commission analysis actual vs budget
• Responsible for commission plan issuance
• Involved in the planning of compensation policy
• Identify and drive initiatives to continuously improve, automate, and scale commissions
• Be a trusted liaison with sales teams, FP&A, and other functional teams to represent commissions in all interactions
• Proactively anticipate new processes/systems trends within commissions that can drive productivity and build new ways to measure the business
• Ensure compliance with internal policies, as well as external regulations, related to commission payments and incentives. Maintain accurate records and documentation to support audit requirements.

What you'll bring

• 2-4 years of experience in commission administration, financial analysis, or sales operations, preferably in a software or technology company with demonstrated leadership experience
• Bachelor's degree in Business Administration, Finance, Accounting, or a related field
• Proficiency in data analysis tools such as Excel, SQL, or BI platforms (e.g., Tableau, Power BI).
• Strong understanding of sales compensation principles and incentive structures.
• Strategic thinker with the ability to translate business objectiv