Sales Compensation Lead

Retool

About The Position

We’re looking for a Manager of Sales Variable Compensation to bring structure, accuracy, and scalability to how we run incentives across our GTM organization. This role sits on a lean, high-impact Revenue Operations team where getting the fundamentals right really matters — and where strong operators can quickly expand their scope. You’ll start by owning and optimizing commission operations end-to-end, ensuring our sales team is paid accurately and on time, every time. From there, you’ll grow into a key partner in shaping compensation strategy — helping design plans that drive the right behaviors and scale with the business. You’ll partner closely with Sales Leadership, Finance, Accounting, and GTM teams. This role is highly cross-functional and visible, requiring tight alignment across stakeholders to ensure compensation processes run smoothly and support broader GTM priorities.

Requirements

Hands-on experience managing sales compensation operations in an ICM tool (Xactly strongly preferred, or similar platform).
Strong working knowledge of Salesforce and how it feeds into compensation processes.
Proven ability to run accurate, timely commission cycles with strong attention to detail.
Solid analytical skills and comfort working with large, complex datasets.
Experience partnering cross-functionally with Sales, Finance, Accounting, and GTM teams.
Ability to thrive in a lean, high-impact environment where you can own processes end-to-end.
Clear, effective communication skills — especially when navigating sensitive compensation topics.

Nice To Haves

Experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations preferred but not required

Responsibilities

Own end-to-end commission operations, including monthly and quarterly calculations, validations, reconciliations, accruals, audits, and payouts — ensuring accuracy, compliance, and timeliness.
Manage and resolve commission inquiries and disputes, serving as the escalation point for complex or sensitive issues.
Administer and optimize Xactly including plan configuration, calculation logic, quota uploads, reporting, and UAT.
Partner cross-functionally to ensure data accuracy and consistency across Salesforce, compensation tools, and reporting workflows.
Maintain and improve documentation, SOPs, participant agreements, and compensation calculators.
Support the design and rollout of compensation plans, including quotas, territories, crediting rules, accelerators, SPIFFs, and MBOs.
Partner with Sales Leadership and Finance to align plans with GTM strategy and business goals.
Benchmark programs and support modeling of compensation scenarios to inform planning and decision-making.
Contribute to presentations and insights shared with GTM and Finance stakeholders.
Build and maintain reports and dashboards to track quota attainment, payouts, and performance trends.
Identify discrepancies, payout anomalies, and opportunities to improve plan clarity or reduce manual effort.
Provide reliable, data-driven insights to support ongoing optimization of compensation programs and processes.