Manager, Sales Compensation

What you'll do

Run the compensation engine

• 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

Design the plans, quotas and incentives

• 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,

What you'll bring

Required experience

• 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

Bonus points

• 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

#LI-SW1

At Tines, we’re all about trying new things and taking the leap. If you’re second-guessing your application, we hope you’ll trust your gut and take the leap too! Applying for a new job isn’t always easy, especially if you’re thinking of a career pivot – but we’re big believers in learning and growth here at Tines, so you’ve nothing to worry about. A variety of experience, perspectives, and voices makes us the company we are. We’d love to hear from you.

Tines provides equal employment opportunities to all employees and applicants for employment without regard to sex, race, colour, ethnic or social origin, genetic features, language, religion or belief, political or any other opinion, membership of a national minority, property, birth, disability, age or sexual orientation.

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