Sales Compensation Manager

About Us

We are a results-oriented organization dedicated to creating sales compensation plans that are equitable, competitive, transparent, and aligned with commercial goals to drive outstanding performance and sustainable business growth. Our remote teams collaborate across multiple departments including Sales, Finance, HR, Revenue and Sales Operations, Business Development, Strategy, Legal, Payroll, and Executive Leadership to develop scalable compensation frameworks that align individual achievements with company objectives.

Role Overview

We are looking for an experienced Sales Compensation Manager to spearhead the creation, management, analysis, governance, and ongoing enhancement of sales compensation programs. This role involves crafting plans that incentivize sales behaviors meeting strategic priorities such as revenue expansion, profitability, customer retention, productivity, and long-term value.

Key Responsibilities

• Develop and implement sales compensation strategies that support the organization's growth and commercial aims.
• Translate corporate strategy into incentive structures that encourage desired selling behaviors.
• Balance goals related to revenue growth, profitability, customer value, and strategic focus.
• Create and refine compensation policies, frameworks, and governance standards.
• Continuously assess and update compensation plans to reflect evolving business models, markets, products, and sales channels while ensuring competitiveness, scalability, and financial viability.
• Collaborate with leadership to define compensation philosophy and strategic direction.
• Design and maintain incentive plans including commissions, bonuses, quota systems, accelerators, decelerators, and performance-based rewards tailored for various sales roles such as Account Executives, Business Development Representatives, Customer Success, Sales Leaders, and Channel teams.
• Set performance measures, thresholds, targets, payout mechanisms, and ensure simplicity and strategic alignment of plan mechanics.
• Lead or support quota-setting processes using data-driven methodologies reflecting market opportunities, capacity, historical data, and growth objectives, ensuring equitable distribution and governance.
• Manage commission administration ensuring accurate, timely calculations and consistent treatment of complex scenarios like cancellations, refunds, disputes, and clawbacks, coordinating closely with Finance, Payroll, and relevant departments.
• Build robust financial models to evaluate compensation plans, performing sensitivity and scenario analyses to recommend designs supporting target pay while safeguarding company financials.
• Analyze pay-for-performance relationships to ensure compensation drives targeted sales outcomes and profitability, suggesting plan improvements accordingly.
• Conduct external benchmarking against market compensation data, identifying and addressing any competitiveness gaps.
• Establish and uphold sales compensation governance policies, approval procedures, documentation standards, and compliance with internal controls and legal requirements.

Candidate Profile

• Proven expertise in sales compensation design and management with a solid understanding of diverse incentive structures.
• Strong skills in quota setting, sales performance analytics, financial modeling, and data management.
• Experience administering commissions and resolving related disputes efficiently.
• Familiarity with compensation governance, sales economics, CRM and ERP systems such as Salesforce, Microsoft Dynamics, SAP, Oracle.
• Advanced proficiency in Microsoft Excel; knowledge of Power BI or similar analytics tools preferred.
• Experience with SaaS, enterprise sales, B2B, financial services, and multi-regional compensation programs is beneficial.
• Relevant educational background and professional qualifications in Finance, HR, Business, Analytics, or related fields are advantageous.
• Excellent communication skills in English; Arabic language skills are a plus for UAE/GCC contexts.
• Ability to operate independently in a remote, distributed environment with a detail-oriented, analytical, fair, and results-driven approach.