Manager, Sales Compensation & Incentives

The Manager, Sales Compensation & Incentives designs and administers the compensation plans and cross-sell crediting rules that align seller behavior with margin and growth objectives. Reporting to the VP, Commercial Excellence, this role owns quota and territory setting, payout governance, and incentive modeling.

This role is the behavior lever of the commercial operating system—ensuring that what the company pays for is what it wants sellers to do. Plans are designed to be budget-neutral to current spend while sharpening incentives for margin and cross-pillar selling.

Core Areas of Focus

Compensation Plan Design

• Design role-based plan structures, mechanics, accelerators, and Sales Performance Incentive Funds (SPIF) aligned to strategy

• Own the two-sided cross-sell crediting rules that reward originators and closers

• Define crediting mechanics for exception-triggered reassignments (e.g., opportunity redeploy after seller inaction), distinct from standard two-sided cross-sell crediting

Quota & Territory Setting

• Establish quota methodology and territory definitions in partnership with Sales and Commercial Analytics & Reporting

• Balance fairness, attainability, and growth ambition

Payout Governance & Administration

• Ensure sales crediting accuracy, resolve disputes, and administer payout calculation and audit

• Maintain plan documents, terms, and approval records

Modeling & Effectiveness

• Model plan cost and budget neutrality; analyze pay-for-performance and plan effectiveness

• Recommend annual plan changes based on outcomes

Governance & Compliance

• Partner with HR/Total Rewards and Finance on governance, funding, and pay equity; ensure compliant, well-documented plans

Key Internal Partnerships

• HR / Total Rewards — Compensation governance, pay equity, and policy alignment

• Finance & Payroll — Payout funding, accrual, and budget-neutrality validation

• Line Sales & Pillar Leaders — Quota and territory setting and plan communication

• Commercial Analytics & Reporting — Attainment reporting and sales crediting inputs

• Commercial Systems — Source data for sales crediting and attainment tracking