About The Role
As a Senior Manager of Sales Compensation & Analytics, you will be responsible for playing an important role to sales management teams by partnering with sales leadership, and key cross-functional stakeholders across the business to better execute on structure, evaluate business problems, design and then implement actionable recommendations, while tracking success metrics.
You will also be called on to assess our sales effectiveness, sales productivity, KPI framework, and sales compensation programs to exceed our goals.
This person will have a depth of experience in high growth SaaS markets. This is a strategic thinking role, balanced with being comfortable with hands-on finessing of data by working through specific data driver deliverables, while at the same time analyzing and providing insights on opportunity / risk levels.
In short, we are looking for a highly experienced specialized generalist in sales strategy and operations.
What You'll Be Doing
Lead the incentive compensation design-to-deployment process for specific business groups including working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to leaders and employees
Conduct sales incentive and quota attainment analytics and make recommendations to support sales talent strategy
Work with Finance to predict the cost of incentive compensation programs and plan designs
Establish strong relationships with the sales organization to understand their needs and perspective
Keep Incentive Programs (e.g. SPIFFs ) updated to incentivize sales support on shorter-term company priorities
Build scalable processes and improvements, and team metrics
Keep the company in compliance with existing and proposed statutory requirements governing compensation
Set and monitor performance KPIs to measure sales and business performance by geography and product
Direct the development, integration, and optimization of operational policies, processes, and procedures to ensure operational efficiency and effectiveness including identification of software needs
Oversee the day-to-day aspects of quoting and pricing approvals including driving and supporting the sales team in multi-element and complex deal structuring
Partner with Sales to ensure opportunities are properly created and tracked in Salesforce including stage, probability, booking amount, and various other required fields
Provide proactive support and guidance to the sales team in order to help drive new deals as well as up-sell opportunities
Read, interpret, and escalate contractual language to ensure transactions comply with revenue recognition and business operational policies
Responsible for the detailed analysis to determine completeness and accuracy of SOWs, Master Agreement and other PS documents
Play a key role in Annual Budget Planning, including but not limited to headcount, corporate bookings targets, capacity analysis, quota setting, and quota deployment
Proactively identify bottlenecks in the sales process and execute business process improvement initiatives to make the sales machine run faster
Let’s Connect If You Have
A Bachelor’s degree in Business, Economics or Finance, or a related field
Experience hiring and managing high-performing teams
7-10+ years of software and / or SaaS industry experience in Sales Strategy and Operations, Compensation and Quota Deployment process
Data oriented, analysis and modeling, summarizing, reporting (dashboards, SQL, R, repositories, Tableau, Salesforce)
Ability and passion to analyze, set priorities, and solve complex problems effectively and consistently
Outcomes-oriented approach to sales and sales operations
Ability to assess processes and make recommendations for improvement
Ability to communicate with executive leadership figures within the organization, yet possesses the ability to connect with field sales reps and managers
Must be flexible and able to work in a fast-paced environment with changing priorities
Strong organization skills, project management capabilities, knowledge of end-to-end Q2C cycle, solid understanding of Salesforce.com
We value diversity at our company. Tradeshift prohibits unlawful discrimination based on race, color, religious or religious creed, sex, sexual orientation, gender, age, marital status, veteran status, disability status or any other consideration made unlawful by applicable federal, state, or local laws.
All your information will be kept confidential according to EEO and GDPR guidelines.