Sales Compensation Analyst

Overview

This role supports the design, modeling, administration, documentation, and governance of the organization’s sales incentive compensation programs. Working with Sales Compensation & Planning leadership, you will provide analysis and plan documentation that inform incentive plan decisions across all go-to-market segments.

Responsibilities

• Support the design and annual refresh of sales incentive plans, including commissions, SPIFFs, overrides, accelerators, and MBO components, by gathering requirements, preparing analysis, and drafting plan materials for review.
• Build and maintain financial models that forecast plan costs, payout scenarios, attainment distributions, and pay-for-performance outcomes; run scenario analyses on proposed plan changes and summarize business impacts prior to implementation.
• Draft and maintain sales compensation plan documents, policies, crediting rules, and participant plan agreements, and keep the sales incentive plan document library current.
• Administer incentive plan governance workflow, including tracking plan approvals, documenting exception requests, logging plan changes, and maintaining a complete audit trail of plan decisions.
• Support quota setting, territory planning, and account coverage analysis through data analysis, modeling, and validation of capacity assumptions across go-to-market segments.
• Develop and maintain recurring incentive compensation reports and dashboards that measure attainment distribution, plan effectiveness, participant behavior, and return on incentive spend.
• Respond to questions from sellers and sales leaders on plan interpretation and crediting rules; escalate complex or precedent-setting matters to the Director.
• Partner with Payroll, Finance, Revenue Operations, and systems teams to ensure incentive plans are accurately configured within downstream systems. This role supports plan governance and administration and does not directly calculate, approve, or disburse incentive payments.
• Prepare analysis and materials for recurring business reviews with GTM and Finance leadership on program performance and recommended enhancements.
• Support the annual sales compensation planning cycle by managing timelines, tracking deliverables, and preparing plan design inputs aligned with segmentation strategy and revenue growth objectives.
• Maintain documentation and controls, and prepare supporting materials for internal and external audits of sales incentive compensation programs.
• Identify opportunities to improve data quality, reporting automation, and process efficiency across sales compensation programs.

Requirements

• Bachelor’s degree in Business, Finance, Economics, Accounting, Human Resources, or a related field, or an equivalent combination of education and experience.
• 3-5 years of experience in sales compensation, sales operations, revenue operations, finance, compensation, or related analytical disciplines, including experience supporting incentive plan design, financial modeling, or sales performance analysis.
• Working knowledge of sales incentive plan components, including commissions, SPIFFs, overrides, accelerators, quotas, and crediting rules.
• Strong understanding of sales performance metrics, quota attainment reporting, compensation effectiveness measures, and key go-to-market performance indicators.
• Strong financial modeling and analytical skills, with the ability to build scenario models, interpret results, and summarize findings clearly.
• Advanced Microsoft Excel skills required, including complex formulas, lookups, pivot tables, and data modeling. Experience with CRM, ERP, and Sales Performance Management (SPM) platforms preferred.
• Familiarity with quota setting, territory planning, account coverage models, and go-to-market segmentation.
• Experience developing reports, dashboards, and executive-ready analyses to support compensation, sales, and financial decision-making.
• Exceptional attention to detail, with a strong commitment to accuracy, documentation, and process discipline.
• Ability to manage multiple priorities and meet deadlines, particularly during the annual planning cycle.
• Strong collaboration skills and the ability to work effectively with Sales, Finance, Revenue Operations, and executive stakeholders.
• Clear written and verbal communication skills, with the ability to explain compensation concepts to non-technical audiences.
• Experience within a technology, value-added reseller (VAR), distribution, or similar sales-driven environment preferred.

Preferred Qualifications

• Experience supporting incentive plan design, financial modeling, or sales performance analysis.
• Experience with CRM, ERP, and Sales Performance Management (SPM) platforms.
• Experience within a technology, value-added reseller (VAR), distribution, or similar sales-driven environment.

Compensation & Benefits

• Estimated Pay Range: $70,000 USD - $80,000 USD
• Actual salary will be based on location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ.
• Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions, that is not included in the base salary.
• Comprehensive medical, dental and vision plans for you and your dependents
• 401(k) Retirement Plan with Employer Match
• 529 College Savings Plan
• Health Savings Account
• Life Insurance
• Long-Term Disability
• Training and development programs
• Work-life balance and generous paid time off

Location

Headquartered in Irvine, California. Major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, and San Francisco.