Design, model, and operationalize global sales compensation plans aligned to company GTM strategy, including base comp plans, accelerators, kickers, and SPIFs.
Own quota and target setting processes, incorporating ramp structures, cohort-based productivity assumptions, and attainment planning.
Develop commission cost models (pre-plan scenario analysis and ongoing actuals vs. plan) and present findings to Finance and Sales Leadership.
Own and maintain the sales capacity model, including detailed AE headcount tracking, forecasting of start dates and terminations, and attrition analysis.
Build and maintain productivity models segmented by GEO, role type, and tenure cohort.
Lead segmentation methodology design — defining how the market is sliced into addressable segments by geography, tier, and vertical.
Develop and refine account scoring models and territory balancing frameworks to support field leadership in territory assignment.
Prepare executive and Board-level summaries, reports, and presentations that provide concise analysis of sales performance, productivity, bookings, pipeline, and coverage.
Partner with key departments such as Finance, HR, Business Applications, and Marketing to ensure cross-functional alignment on compensation, headcount, and coverage model decisions.
Manage the compensation exception and dispute resolution process in partnership with HR and Sales Leadership.
Support ad hoc analysis for the CRO, VP of Sales, and Finance as needed.
Leverage AI, automation, and advanced analytics to drive continuous improvement in sales operations processes, reporting, and decision-making.
Responsible for leading a team by hiring, developing talent to cultivate a high-performance culture.

Requirements

10+ years of expertise in Sales Operations, Revenue Operations, or Finance Operations, operating at a senior level within enterprise B2B SaaS or software companies. Experience in PE-backed or post-merger environments is a strong plus.
Deep hands-on experience with sales compensation plan design, quota modeling, and capacity planning in a subscription/ARR-based revenue model. Demonstrated ability to build and maintain capacity models, headcount forecasts, and productivity benchmarks across multiple geographies and segments.
Proficiency with Salesforce.com, planning tools (e.g., Anaplan), commission platforms (e.g., Xactly), BI tools (e.g., Tableau), and advanced Google Workspace or Microsoft Office for modeling, analysis, and executive reporting.
Strong analytical skills with the ability to analyze complex data sets and translate findings into actionable insights, territory and coverage model designs, and executive-ready presentations for leadership and Board-level stakeholders.
Comfortable engaging cross-functionally with Finance, HR, Marketing, and executive management. Able to present data-backed recommendations with clear tradeoffs and scenario analysis.
A self-directed team player who thrives in a fast-paced environment with competing priorities. Able to manage and develop direct reports while coordinating inputs from multiple stakeholders and driving projects to on-time delivery.
Creativity and sound judgment, with a bias toward action and continuous improvement. Brings initiative and adaptability while operating with the efficiency and margin discipline expected in a PE-backed company.

Benefits

Generous PTO & Holiday Schedule
Parental Leave
Progressive Healthcare Options
Retirement Programs
Opportunity for Education Reimbursement
Commuter Offset (Specific locations)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales compensation plan designquota modelingcapacity planningcommission cost modelsproductivity benchmarksdata analysisterritory balancing frameworksaccount scoring modelsforecastingattrition analysis

Soft Skills

analytical skillscross-functional collaborationpresentation skillsteam leadershipcreativityjudgmentinitiativeadaptabilityself-directedproject management