Manager, Sales Compensation

About Tines

Tines is a pioneering intelligent workflow platform utilized by leading organizations such as Canva, Reddit, SAP, Coinbase, Mars, Intercom, and McKesson. Our latest platform iteration, Tines 3B, launched in 2026, offers a secure and unified environment integrating apps, agents, and automation. Vendor-agnostic and designed with embedded security, Tines seamlessly connects with any API-enabled service to accelerate customer goals.

Role Overview

We are seeking a sales compensation leader to oversee the payment mechanisms for our go-to-market (GTM) team of about 350 members. This hands-on leadership role involves managing the incentive compensation engine, designing compensation plans, quotas, and incentives, and leading a small team of analysts. You will be actively involved in the compensation system, CaptivateIQ, and maintain plan documentation.

Key Responsibilities

• Manage the complete compensation cycle on a monthly and quarterly basis to ensure accurate and timely crediting, calculation, review, approval, and payout.
• Maintain CaptivateIQ as the incentive compensation system of record, including building plans, writing rule logic, conducting testing, and releasing updates.
• Ensure integrity of crediting and compensation data across Salesforce and other downstream systems, collaborating with Systems and Deal Desk teams to resolve issues at the source.
• Handle compensation inquiries within defined service-level agreements (SLAs) and analyze trends to improve processes.
• Document and update compensation policies and processes for stakeholders and the internal team.
• Partner with senior analysts, GTM leadership, Finance, and People teams to design annual incentive plans for commissioned roles.
• Collaborate with Revenue Operations to align quota setting with compensation strategies and benchmarks.
• Model achievement distributions and benchmarks, assist Finance with cost reporting, and develop SPIFs and non-cash incentive programs such as President's Club.
• Communicate and enable plan understanding among sales representatives and managers to promote self-service.
• Develop compensation strategies supporting evolving pricing models and multi-product business scenarios alongside Head of Revenue Operations and VP of Finance.
• Contribute to CPQ and CRM system upgrades ensuring compensation requirements are addressed.
• Enhance reporting on compensation metrics such as attainment, payout curves, quota coverage, and program effectiveness.
• Lead, coach, and develop a small team of compensation analysts, prioritizing their workload and quarterly objectives to balance responsiveness with strategic projects.
• Remain hands-on in system administration and data analysis while managing the team.

Requirements

• Over 6 years’ professional experience in sales compensation, revenue operations, sales finance, or similar roles, including experience mentoring or managing analysts.
• Between 2 to 3 years of direct management experience.
• Demonstrated end-to-end ownership of incentive compensation cycles for distributed GTM teams including crediting, calculation, payout, and dispute resolution.
• Hands-on experience managing an Incentive Compensation Management platform; CaptivateIQ expertise highly preferred.
• Strong background in compensation plan design encompassing pay mix, leverage, accelerators, quota setting, supported by financial modeling.
• Proficient in Salesforce data analysis and able to translate commercial requirements into system and crediting rules.
• Advanced skills in Excel or Google Sheets for modeling capacity, attainment, and cost of sales.
• Exceptional ability to manage stakeholders, gain credibility among Sales leaders, and apply balanced judgment.
• Effective, clear, and direct communication skills both verbal and written, suitable for senior executive audiences.

Preferred Qualifications

• Experience with consumption, usage-based, or hybrid pricing models and corresponding compensation structures.
• Exposure to CPQ or quote-to-cash migrations, particularly Salesforce CPQ or Dealhub.
• Background in cybersecurity, IT, or artificial intelligence sectors.
• Familiarity with ASC 606 commission capitalization and audit standards.
• Experience in compensating post-sales and partner roles beyond account executives.

Company Culture and Additional Information

At Tines, we embrace experimentation and encourage prospects to trust their instincts when applying. We value diversity and recognise the strength of varied experiences and viewpoints, fostering individual growth and integrity. Equal employment opportunities are provided to all applicants regardless of gender, race, ethnicity, religion, disability, age, sexual orientation, or other protected statuses.