Sales Compensation Lead

Role: Sales Compensation Lead

Reporting to the VP of Revenue Operations, the Sales Commissions Lead owns sales compensation end-to-end—from plan strategy and design to payout operations, dispute resolution, forecasting, and the systems that power accurate commission payouts.

Responsibilities

• Plan Strategy & Design

  • Own compensation plan strategy and execution across AE, manager, and pre-/post-sales overlay roles.
  • Design and iterate consumption-aware and hybrid commit + usage plans that align seller incentives with company goals (new logos, expansion, healthy revenue mix).
  • Partner with Sales leadership, FP&A, and HR/People Ops on plan changes, mid-period policy decisions, and field communication (including how changes are grandfathered and measured).

• Payout Operations & Trust

  • Own the quarter close for commissions: eligibility, calculations, exceptions, audits, and payout packages Sales and Finance will stand behind.
  • Lead dispute resolution with judgment while protecting plan integrity and credibility with frontline managers (FLMs) and reps.
  • Maintain definitional clarity on what’s commissionable, how credit is assigned, and how overlays interact; keep plan language/exhibits/systems in sync.

• Systems, Forecasting & Automation

  • Inherit and extend the existing in-house commissions tooling and data pipelines (avoid default rip-and-replace).
  • Automate plan modeling, commission forecasting, attainment reporting, and payout production end-to-end.
  • Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) to ensure calculations are reproducible and auditable.

• Cross-Functional Partnership

  • Serve as the commissions point of contact for Sales VPs/FLMs, FP&A, HR/People Ops, and Data Engineering.
  • Provide executive-ready views of commission cost, plan health, and incentive risk—recommendations, not only tables.

• AI-Native Operations

  • Build agentic workflows into commissions operations (rule interpretation, edge-case triage, rep-facing explanations, regression checks, and automated reporting).
  • Raise the bar for “done”: machine-readable plan logic, versioned assumptions, and self-serve tooling for the field.

Requirements

• 7+ years in sales commissions, incentive compensation, or sales ops with deep commissions ownership.
• Senior IC depth (described as P4–P5 equiv).
• Experience owning commissions in usage-based or hybrid commercial models (not only license ARR).

Nice-to-Haves / Desired

• AI-native builder with hands-on experience using agentic tools (e.g., Cursor, Claude Code, or equivalent).
• Ability to design plans that drive desired field behavior while maintaining Finance trust.