Manager, Sales Compensation

About Tines

Established in 2018 with offices in Dublin and Boston, Tines offers a cutting-edge intelligent workflow platform that combines artificial intelligence, automation, and human ingenuity to enhance critical business operations. The platform accommodates a broad client base from startups to public companies such as Canva, Databricks, Elastic, Kayak, Intercom, and McKesson. Tines integrates seamlessly with any API-enabled service, providing flexibility, security, and privacy favored by teams across security, IT, engineering, and finance disciplines.

Role Overview

The company seeks a leader to spearhead sales compensation efforts for its go-to-market team of about 350 professionals, managing timely and accurate incentive payouts and leading a compact analyst team. This role plays a pivotal part in transitioning from subscription-based pricing to a consumption model, necessitating the management of dual compensation frameworks concurrently while supporting the implementation of Salesforce Revenue Cloud Advanced for quote-to-cash operations.

Key Responsibilities

• Manage the entire compensation cycle monthly and quarterly, including crediting, calculations, reviews, approvals, and payments ensuring precision and punctuality.
• Administer CaptivateIQ as the core system for incentive compensation, handling plan creation, rule implementation, testing, and deployments.
• Maintain data integrity for compensation and crediting across Salesforce and related systems, collaborating with Systems and Deal Desk teams to resolve issues at their origin.
• Oversee the management of inquiries with defined service level agreements and report on process improvements.
• Keep documentation of compensation policies and procedures current for internal audiences and the team.
• Design and update annual compensation plans, quotas, and incentives jointly with senior compensation analysts, GTM leadership, FP&A, and HR for all commissioned roles.
• Collaborate closely with Revenue Operations partners during quota setting to ensure alignment with compensation strategy and market benchmarks.
• Model attainment distributions and benchmarks and support financial reporting as required.
• Develop and manage special incentive programs such as SPIFFs and President's Club awards.
• Communicate plans and enable sales personnel to understand compensation details and facilitate self-service.
• Adapt compensation strategies to evolving pricing models and multi-product offerings, working with Revenue Operations and Finance leadership.
• Participate in CPQ and CRM system upgrades ensuring compensation needs are represented.
• Refine compensation reporting to analyze attainment by role, payout patterns, quota coverage, and program effectiveness.
• Lead, coach, and develop a small team of compensation analysts, setting performance standards and managing workload and objectives.
• Maintain hands-on involvement in compensation modeling and plan administration, emphasizing a balance of leadership and active contribution.

Qualifications and Experience

• Minimum 6 years' experience in sales compensation, revenue operations, sales finance, or related discipline with mentoring or management of analysts.
• 2 to 3 years of direct team management experience.
• Demonstrated responsibility for full incentive compensation processes for geographically distributed teams, including crediting, calculation, payment, and dispute handling.
• Proficient hands-on experience with an Incentive Compensation Management platform, preferably CaptivateIQ, including the creation and testing of compensation logic.
• Strong background in incentive plan design including pay mix, leverage, accelerators, and quota setting backed by detailed modeling.
• Advanced fluency in Salesforce data systems and the ability to translate sales requirements into system logic and crediting rules.
• High-level Excel or Google Sheets skills for complex modeling related to capacity, achievement, and cost of sales.
• Excellent interpersonal and stakeholder management skills, capable of working effectively with senior sales leaders and tailoring communication accordingly.
• Clear, direct, and polished communication skills, suitable for executive-level interactions and written reporting.

Additional Preferred Skills

• Experience with consumption-based, usage-based, or hybrid pricing and compensation structures.
• Exposure to CPQ or quote-to-cash system migrations, particularly Salesforce CPQ or Dealhub.
• Industry experience in cybersecurity, IT, or artificial intelligence sectors.
• Knowledge of ASC 606 requirements relating to commission capitalization and auditing.
• Experience designing compensation for post-sales and partner roles in addition to account executives.

Company Culture and EEO

Tines values a culture of experimentation, growth, and learning and encourages applicants from diverse backgrounds, experiences, and perspectives. Equal employment opportunities are extended to all individuals regardless of gender, race, ethnicity, religion, or other protected characteristics.