Sales Compensation Manager

3 weeks ago

Toronto, Canada Meltwater Group Full time

**Description**
- Work with the VP of Revenue Operations and Sales Compensation team in FP&A to own the sales compensation process including development, implementation, communication and administration of sales commission, bonus plans, special incentive programs SPIFFs, as well as commission and bonus policies and quotas
- Support Sales Incentive Plan (SIP) design process conducted in partnership with a third party for the process redesign. Once the new process / plans are rolled out - ownership and maintenance of the SIP as an ongoing process. SIP will include Customer Success
- Actively participate in annual plan creation discussions with various stakeholders, such as executive leadership, sales management, people teams, to understand the overall sales strategy to ensure a SIP design that is built to deliver on the company and division strategies. Participate in the annual targets setting and individual quotas
- Ensures sales compensation is expertly designed to optimize the investment of compensation ultimately driving profitable revenue growth across all sales channels
- Define and establish process and documentation on rules of engagement, quota attainment, revenue attribution and seller roles/responsibilities in collaboration with other stakeholders (people team, sales ops, business leaders)
- Maintain an in-depth understanding of all sales incentive plans across the sales organization and be able to effectively communicate rationale, strategy, and calculations
- Have in depth understanding of the best practices in the industry and how bonus and commission plans are evolving based on the industry, macroeconomic environment, and / or company specific needs to emphasize and prioritize certain sales behaviors
- Ensure strong collaboration with FP&A who manage sales commission and bonus calculations, as well as with the team in Accounting who manage accruals process. Have accountability for planning and forecasting accuracy of sales commissions and bonuses
- In collaboration with peers in Revenue Operations and FP&A, analyze sales performance results compared to the impact implied by sales incentives and the actual payouts achieved. Prepare presentations and recommendations for improvement or updates. In case of SPIFFs or off cycle plan changes - measure the results on a monthly and quarterly basis in case we need to identify best practice or course correct quickly
- The requirement will be to work closely with peer groups in Revenue Operations, Sales Operations, Enablement functions, FP&A and PMOs - together with Sales leadership to provide support & training to the field. Prepare and present compensation plan performance to senior leadership of the company
- Work alongside to implement and maintain the sales compensation tool (SPIFF) with the Sales Commission team.
- Responsible for the strategy, design, development, and communication & implementation of all sales compensation
- Ensures sales compensation is expertly designed to help driving profitable revenue growth across all sales channels (net new sales, renewals, customer success, enterprise channels)
- Partners with Revenue Operations and sales leaders in the design of sales commissions and incentive programs which support the strategic initiatives of the company and of each sales leader
- Partners with compensation to establish base pay ranges and total target compensation (TTC) for all sales employees
- Develops programs that are simple and can be administered and communicated in a way that supports operational excellence and efficiency
- Acts as a change agent to ensure all new sales commission and sales incentive programs are effectively implemented and communicated to all necessary parties
- Manages complex cross-functional projects involving the design, data, development and implementation of sales compensation programs for new and existing sales products
- Helps to ensure the design of all programs maximizes profitable revenue generation with a market-based investment in compensation across all sales channels, as well as industry benchmarks and best practices that evolve over time

What you bring:

- 5+ years of professional compensation experience with at least 2 years in roles directly designing sales compensation programs
- Experience with SaaS sales modeling
- Exceptional communication skills to develop and deliver detailed analytical reports, compensation plans and presentations at all levels of the organization
- Management of large volume and complex data sources
- Overall incentive and financial modeling skills to deliver sales incentive design
- Experience with different sales compensation softwares (preferably SPIFF)
- Impeccable attention to detail

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