Head of Sales Compensation Operations
About The Position
As Head of Sales Compensation Operations, you’ll own one of the most powerful growth levers in the business: how sales performance is measured, credited, and rewarded to drive predictable revenue outcomes. This is a highly visible role where revenue strategy meets execution – you’ll shape how quotas are set, revenue is credited, and incentives reinforce the behaviors that deliver growth, productivity, and forecast accuracy, all while ensuring fairness, transparency, and compliance. If you enjoy operating at the intersection of sales strategy, finance, and data, building elegant compensation and quota frameworks, and using insight to influence behavior at scale, this role gives you real ownership and real impact.
Requirements
- Proven experience as a Revenue Operations or Sales Operations leader with deep expertise in sales compensation design, governance, and effectiveness
- Deep understanding of commission and quota plans, sales crediting, and territory models
- Proven ability to translate revenue strategy into clear, executable operating models
- Analytical mindset with the ability to turn data into insights sales and finance leaders trust
- Excellent communication and collaboration skills, with experience partnering with senior sales and finance stakeholders
- Comfort operating in a fast‑moving, complex environment with competing priorities
Nice To Haves
- Experience in technology or SaaS revenue models
- Certification such as Certified Sales Compensation Professional (CSCP)
- Hands‑on experience with Sales Performance Management (SPM) tools
- A track record of scaling compensation and quota frameworks during periods of growth or GTM change
Responsibilities
- Own sales compensation as a Revenue Operations capability:
- Design, evolve, and operate sales compensation frameworks that support revenue growth, productivity, and predictability – balancing motivation, cost efficiency, and scalability.
- Lead plan design, quotas, and crediting:
- Build and communicate compensation plans that incorporate robust quota methodologies, sales credit attribution models, and territory‑aligned incentives that drive the right revenue behaviors.
- Use data to continuously improve revenue performance:
- Analyze plan effectiveness, quota attainment, and payout outcomes to identify opportunities to improve sales productivity, revenue growth, and forecast confidence – and turn insights into action.
- Ensure revenue governance and operational rigor:
- Establish clear governance, controls, and documentation to ensure compensation programs are accurate, auditable, and consistently applied, supporting predictable revenue outcomes.
- Partner cross‑functionally across Revenue Operations, TPO, Sales Leadership, and Finance:
- Work closely with Sales Leadership, Finance, FP&A, and broader Revenue Operations teams to align compensation with revenue targets, forecasts, and go‑to‑market strategy.
- Enable clarity for the sales organization:
- Ensure sellers and sales leaders clearly understand how performance translates into earnings, enabling focus on revenue‑driving activity.
- Support scale and change:
- Evolve compensation, quota, and crediting models as the business grows – supporting new products, markets, and coverage changes without adding unnecessary complexity.
- Stay ahead of the curve:
- Monitor industry trends and best practices in sales compensation, quotas, crediting, and revenue operations, and apply them as the business scales.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
