Lead Sales Operations Analyst

Imperative Care•Campbell, CA

4d•$128,000 - $141,000•Hybrid

About The Position

The Lead Sales Operations Analyst - Compensation & Commissions is responsible for the design, administration, analysis, and continuous improvement of sales incentive compensation programs that align sales performance with corporate growth objectives. This role partners closely with Sales Leadership, Finance, Human Resources, Marketing, and Commercial Operations to develop scalable compensation strategies, administer commission programs, ensure payout accuracy, and provide actionable insights that optimize sales effectiveness and revenue performance. The position serves as the subject matter expert for sales compensation, incentive plan governance, commission administration, quota attainment analytics, and compensation-related business processes.

Requirements

Bachelor’s degree in business, Finance, Economics, Statistics, Marketing, or a related field, and 8+ years of experience in Sales Compensation, Sales Operations, Commercial Analytics, Finance, or a related function; or an equivalent combination of education and experience.
Demonstrated experience designing and administering sales incentive compensation programs.
Experience supporting quota setting, territory planning, commission administration, and sales performance analytics.
Experience partnering with commercial leadership and cross-functional stakeholders.
Experience supporting incentive compensation administration, reporting, and compensation analytics.
Advanced Microsoft Excel and financial modelling skills.
Experience with sales compensation platforms (Xactly, Varicent, CaptivateIQ, or similar).
Strong analytical and data visualization skills.
Experience with CRM and reporting tools, including Salesforce.

Nice To Haves

MBA or advanced degree preferred.
Working knowledge of Power BI, Tableau, or similar analytics tools preferred.

Responsibilities

Partner with Commercial Leadership to design, evaluate, and administer sales incentive compensation plans that support business objectives, growth strategies, and sales productivity.
Model and assess the financial and behavioral impact of compensation plan changes, quotas, accelerators, and incentive programs.
Recommend plan enhancements based on business performance, market trends, and competitive benchmarking.
Support annual compensation planning, territory alignment, quota-setting, and incentive design processes.
Manage the end-to-end commission process, ensuring timely, accurate, and compliant calculation and payment of sales incentives.
Maintain compensation plan documentation, policies, procedures, and governance standards.
Partner with Payroll, Finance, and HR to resolve compensation inquiries, disputes, and audit requests.
Ensure compliance with internal controls, compensation policies, and applicable regulations.
Develop and maintain dashboards, reports, and performance metrics related to sales incentives, quota attainment, earnings distribution, and sales productivity.
Analyze compensation effectiveness and identify opportunities to improve plan performance, sales behavior, and return on incentive investment.
Deliver insights and recommendations to Commercial Leadership through data-driven analysis and executive reporting.
Support forecasting, budgeting, and accrual processes related to incentive compensation.
Serve as business owner for sales compensation systems and related data processes.
Drive automation, process standardization, and continuous improvement initiatives to improve accuracy, scalability, and operational efficiency.
Partner with Sales Operations, IT, and Finance teams to enhance reporting capabilities and data integrity.
Collaborate with Sales, Marketing, Finance, HR, and Commercial Operations leaders to support revenue growth initiatives and commercial planning.
Provide compensation expertise during organizational changes, territory realignments, product launches, and sales force expansion efforts.
Communicate compensation program changes and educate stakeholders on plan design, performance measures, and payout methodologies.