Sales Compensation Manager

Samsara•Remote - US, AZ

1d•$106,803 - $143,600•Remote

About The Position

Samsara's Sales Compensation Strategy team is looking for a curious, motivated and high-impact team player to join the team. Our team’s mandate is to design, implement, and manage the Go-to-Market organization’s incentive compensation program. We are a highly collaborative team that partners with sales leaders and cross-functionally to realize growing revenue targets, to scale the organization sustainably, and to address GTM challenges and opportunities as it relates to incentive compensation. At a high level, this role focuses on compensation policy strategy, the crediting framework for complex and non-standard deals, and exception governance. We are a team that seeks to have an outsized impact on Samsara and we achieve that ambition through rigorous and ongoing skill development.

Requirements

5 years of experience in analytical roles (e.g., Incentive Compensation, Consulting, Business Operations, Sales Operations) or a comparable policy and process role
Bachelor’s degree from a 4-year accredited university
Experience writing or owning policy, process documentation, or governance frameworks that other people rely on
Experience with incentive compensation
Strong analytical and logical reasoning skills, with sound judgment on ambiguous, precedent-setting cases
Kind and collaborative orientation who is energized by working with a lot of different types of people from many teams (sense of humor is a big plus)
Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline alone
Deep comfort with AI and analytical tools (e.g., Claude, Tableau, Salesforce, Google Sheets, BigQuery) and/or willingness to expand skill set to tackle new problems
Comfortable with ambiguity and enthusiastic about improving efficiencies to increase sales
Fully fluent in English

Nice To Haves

Insatiable drive and commitment to personal growth
Experience operating inside a governance or committee structure (e.g., incentive compensation committee, or similar)
Ability to build strong relationships with executives (SVP of Sales, Sales VPs, Sales Directors) and cross-functional partners
High level of intellectual curiosity and honesty because we love to debate ideas. Losing a debate to a good argument is as exciting as winning one with a good argument
Xactly experience is a plus!

Responsibilities

Own Samsara's sales compensation policy strategy including the master policy set covering draws, leaves of absence, transfers, promotions, terminations, clawbacks, windfall thresholds, etc., driving an annual policy roadmap and the evolution of the compensation Terms & Conditions, and identifying where policy is missing, ambiguous, or producing the wrong selling behavior
Define and publish the crediting framework for complex and non-standard deals, including renewals versus net new ACV, overlay and specialist involvement, and split and pod scenarios, converting recurring case-by-case judgment into documented rules the field and the team can apply consistently
Own correct application of policy across the comp and quota change lifecycle, and design the controls and audit approach that keep it accurate through system implementations and releases
Build and manage the governance layer: precedent library, case decision log, exception committee materials, and audits of adjudication consistency across quarters and GTM functions
Run the exception process and translate recurring exceptions into policy and plan design changes
Own the sales compensation hub and field-facing enablement content
Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices