Manager, Sales Compensation

United States - EastRemotemid

OtherCompensation

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Quick Summary

Key Responsibilities

crediting, calculation, review, approval and payout, delivered accurately and on time Own CaptivateIQ as our system of record for incentive compensation, including plan build, rule logic,

Requirements Summary

attainment by role and segment, payout curves, quota coverage and programme effectiveness Lead and grow the team Manage, coach and develop a small team of compensation analysts,

Technical Tools

OtherCompensation

Founded in 2018 with co-headquarters in Dublin and Boston, Tines powers some of the world's most important workflows. Our intelligent workflow platform applies AI, automation, and integration with human ingenuity to drive real business results.

Tines serves a diverse range of customers, from startups to public companies, including Canva, Databricks, Elastic, Kayak, Intercom, and McKesson. As an integrator across the entire tech stack, Tines is vendor-agnostic integrating with any API-enabled service. This flexibility enables our customers to achieve their highest-priority goals faster. And because Tines is secure and private by design, it’s popular with security, IT, engineering, finance, and other security-focused teams.

At Tines, we're driven by our values of Simplicity, Speed, and Soundness. We're committed to delivering exceptional customer experiences while fostering a company culture that nurtures individual curiosity, growth, and integrity. We’re excited about what’s next, and we’re looking for others to join us on our journey.

We're looking for a sales compensation leader to own how we pay our go-to-market organisation, and how that changes as our commercial model changes. You will run the engine that pays roughly 350 GTM people accurately and on time, own the design of the plans, quotas and incentives behind it, and lead a small team of analysts.

This is a hands-on leadership role. You will manage and coach a small team, and you will also be in the model, in CaptivateIQ, and in the plan documents yourself.

Responsibilities

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What We Offer

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✓Own the monthly and quarterly compensation cycle end to end: crediting, calculation, review, approval and payout, delivered accurately and on time

✓Own CaptivateIQ as our system of record for incentive compensation, including plan build, rule logic, testing and release

✓Own crediting and comp data integrity across Salesforce and downstream systems, and work with Systems and Deal Desk to fix problems at source rather than in spreadsheets

✓Oversee inquiry management ensuring clear SLAs and report on trends to improve overall processes

✓Document and keep policies and process up to date for stakeholders and your team

✓Build the compensation approach for an evolving pricing model and mulit-product business in partnership with the Head of Revenue Operations and VP of Finance

✓Represent compensation requirements during larger CPQ and CRM enhancements or changes

✓Enhance our approach based compensation reporting: attainment by role and segment, payout curves, quota coverage and programme effectiveness

Own annual plan design in partnership with your Senior compensation analyst, GTM leadership, FP&A and People for all commissioned roles
Collaborate with Revops business partners on the quota setting process for each function to ensure it aligns with broader compensation strategy and benchmarks
Model attainment distribution, benchmarks and support finance in ad-hoc cost reporting
Own and build SPIFFs and non-cash incentive programmes, including President's Club,
Own plan communication and enablement, so reps and managers understand what they are paid for and can self-serve where needed

Manage, coach and develop a small team of compensation analysts, and set the standard and what good looks like
Prioritise the team's work, capacity and quarterly OKRs to ensure a balance of reactiveness and impactful projects
Stay hands-on. This is a doing and leading role, not a management-only role

6+ years in sales compensation, revenue operations, sales finance or a closely related field, with experience managing or formally mentoring analysts
2-3 years direct management experience
Proven ownership of a full incentive compensation cycle for a distributed GTM team, including crediting, calculation, payout and dispute resolution
Hands-on administration of an ICM platform, ideally CaptivateIQ, including building and testing plan logic yourself
Demonstrated plan design experience: pay mix, leverage, accelerators and quota setting, with the modelling to back the recommendation
Strong Salesforce data fluency, and the ability to translate commercial requirements into system and crediting logic
Advanced Excel or Google Sheets modelling, including capacity, attainment and cost of sale models
Excellent stakeholder management, with the credibility to hold a position with Sales leaders and the judgement to know when to flex
You can communicate simply, clearly, and directly, especially with senior leaders, and your written work is polished enough to go straight to an executive audience

Nice to Have

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Experience with consumption, usage-based or hybrid pricing models and their compensation implications
Experience through a CPQ or quote-to-cash migration, ideally Salesforce CPQ or Dealhub
Experience in cybersecurity, IT or AI markets
Familiarity with ASC 606 commission capitalisation and audit requirements
Experience compensating post-sales and partner roles, not just AEs