Sales Operations & Compensation Manager

Ceribell•Sunnyvale, CA

11d•$147,000 - $175,000

About The Position

Ceribell is a medical technology company focused on transforming the diagnosis and management of patients with serious neurological conditions. The Ceribell System is a novel, point-of-care electroencephalography (“EEG”) platform specifically designed to address the unmet needs of patients in the acute care setting, and is being used in hundreds of community hospitals, large academic facilities and major IDN's across the country. Our entire team is driven by a shared commitment to transforming the landscape of critical care through our rapid seizure detection technology, come join the movement! Position Overview : We are seeking an experienced and detail-oriented Sales Operations & Compensation Manager to own and optimize our sales compensation programs and drive critical insights that elevate sales productivity. In this role, you will manage the full lifecycle of sales compensation—from SPIF design and quota setting to territory alignment, calculations, and analytics—ensuring accuracy, transparency, and alignment with business goals. You will serve as a trusted partner to our sales organization, improving core processes, creating scalable automation, and helping operationalize new commercial strategies as our product portfolio grows. This is a high-visibility role on a high-performing team where your analytical skills, judgment, and ability to build trust will directly impact sales motivation, business performance, and operational excellence.

Requirements

7-10 years of experience in Sales Operations and/or Sales Analytics, with a track record of supporting high-performing commercial teams
3+ years of hands-on ownership of sales compensation calculation, administration, and governance
2+ years of analytical experience , including building models, identifying insights, and explaining drivers behind trends
Meticulous attention to detail —you understand that compensation accuracy directly impacts trust and motivation
Strong judgment and integrity , balancing efficiency with the rigor required for sensitive compensation processes
High level of independence —you bring experience, perspective, and solutions, and can operate with minimal oversight
Exceptional analytical acumen with an intuitive grasp of numbers, patterns, and business implications
Innate curiosity —you investigate anomalies, ask the right questions, and push beyond surface-level explanations
Advanced Excel skills , including automation, complex formulas, macros, and VBA
Proficiency with Salesforce , including extracting, manipulating, and validating large datasets
Clear communicator who can translate complex logic or compensation structures to non-technical stakeholders
Adaptability and drive to thrive in a fast-paced, evolving environment

Responsibilities

Sales Compensation Management (End-to-End) Own the full compensation process, including SPIF and incentive design, monthly/quarterly compensation calculations, payout administration, reconciliation, and reporting.
Develop compensation models that are accurate, transparent, and aligned with budget and performance objectives.
Maintain strong governance and strict attention to detail to ensure data integrity and trust in the compensation process.
Sales Performance & Productivity Analytics Conduct deep-dive analyses to identify trends, opportunities, and root causes affecting sales manager and seller productivity.
Provide insights and recommendations that drive improvements in revenue-generating activities and operational effectiveness.
Translate findings into clear action plans for sales leadership.
Quota Setting & Management Lead annual and in-year quota design, balancing motivation, fairness, and budget neutrality.
Collaborate across sales, finance, and business systems to automate and streamline quota adjustments and approvals.
Ensure quotas are well-calibrated, data-driven, and consistently communicated.
Territory Design & Optimization Develop and refine territory structures using data-driven approaches that promote coverage, equity, and growth.
Partner with sales leadership to model scenarios and adjust territories as market conditions evolve.
Sales Partner Support & Relationship Management Build credibility and trusted relationships across the sales organization.
Serve as a go-to resource for compensation questions, policy clarifications, and issue resolution—ensuring consistency and fairness.
Communicate complex compensation concepts in a clear and empathetic manner.
Process Improvement & Automation Improve and scale core operational processes, including comp calculations, quota workflows, and reporting.
Partner closely with the business systems team to build automations, integrate data sources, and streamline recurring workflows.
Identify opportunities to modernize and simplify processes to support efficiency and accuracy.
Strategic Growth & Operationalization Support the operational rollout of new products and commercial strategies, ensuring compensation, territories, and quotas evolve accordingly.
Contribute expert perspectives to planning conversations and cross-functional initiatives.
Drive continuous improvement as the business scales and evolves.

Benefits

Performance-based incentive compensation (varies by role)
Equity opportunities
100% Employer paid Health Benefits for Employees
50% - 70% Employer paid Health, Dental & Vision for dependents (depending on plan selection)
100% paid Life and Long-Term Disability Insurance
401(k) with a generous company match
Employee Stock Purchase Plan (ESPP) with a discount
Monthly cell phone stipend
Flexible paid time off
11 Paid Holidays + 5 Company Wellness Days
Excellent parental leave policy
Fantastic culture with tremendous career advancement opportunities
Joining a mission-minded organization!