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Role Description

The Principal Sales Compensation Manager is a strategic and hands-on role responsible for designing, implementing, and managing global sales compensation programs that directly drive revenue growth. This position partners closely with Sales Leadership, Revenue Operations, FP&A, and Employee Experience to ensure plans are competitive, motivating, and aligned with company objectives. You will own the full lifecycle of sales incentives, from plan design and quota management to accurate payouts, communication, and reporting. This role requires strong analytical skills, expertise with SaaS revenue models, and proficiency with incentive compensation management systems. The ideal candidate thrives in a collaborative, fast-paced environment, enjoys solving complex compensation challenges, and can clearly communicate concepts to sales reps and executives alike. You will have the opportunity to shape the future of global sales strategy and ensure the compensation framework drives both performance and trust.

• Lead the strategy, design, and execution of global sales compensation plans, including quotas, SPIFs, and incentive programs.
• Ensure accurate, timely commission calculations and payouts while handling follow-up questions with transparency and professionalism.
• Partner with Revenue Ops, Sales Leadership, and FP&A to create data-driven, motivating compensation structures aligned with business objectives.
• Drive the Incentive Compensation Management (ICM) tool strategy, managing configuration, enhancements, and the roadmap.
• Build performance analytics and reporting to provide actionable insights for leadership and inform plan adjustments.
• Maintain documentation, internal controls, and processes to ensure scalability, compliance, and operational excellence.
• Communicate clearly and effectively with all stakeholders, translating complex comp models into actionable insights.

Qualifications

• 7+ years of professional experience, with at least 5 years focused on sales compensation strategy and execution for organizations with 150+ commissionable employees.
• Deep expertise in sales compensation plan design, quota management, and commission modeling.
• Hands-on experience with Salesforce.com and CaptivateIQ (CaptivateIQ certification a plus).
• Experience in SaaS or recurring revenue businesses and familiarity with financial systems such as Sage Intacct.
• Strong analytical, problem-solving, and data interpretation skills.
• Ability to translate complex compensation concepts into clear language for sales reps, leaders, and finance partners.
• Bachelor’s degree required; postgraduate degree or equivalent experience preferred.
• Curious, creative, and proactive mindset with a focus on continuous improvement.

Benefits

• Competitive base salary ($138,800–$201,300 USD) with bonus eligibility and equity opportunities.
• Comprehensive health benefits including medical, dental, and vision coverage.
• Flexible remote work environment with occasional travel.
• Unlimited PTO and up to 24 weeks of parental leave.
• Collaborative culture with mentorship, visibility, and influence across Sales and Finance.
• Opportunities to shape global compensation strategy and have a measurable impact on revenue growth.