The Sales Incentive Program (SIP) Senior Manager is responsible for the end-to-end strategy, governance and execution of the company’s global sales incentive programs. This role is responsible to ensure accuracy, transparency, and operational excellence across the process from quota setting through payout reconciliation while driving scalable systems and audit-ready practices.
As a critical cross-functional individual contributor, this role will partner closely with our Commercial leaders, Revenue Operations, CRM team, People team and Finance to ensure data integrity, alignment to business objectives, and timely execution of all plans. Reporting to the SVP, Strategy, the Senior Manager will also lead process optimization, strengthen governance frameworks, and enable data-driven decision-making to support a high-performing commercial organization.
Key Responsibilities
Partner with Leadership to design and model sales incentive plans aligned to business strategy. Conduct scenario modeling and cost simulations to evaluate plan effectiveness and financial impact.
Lead the end-to-end management of the quarterly incentive compensation cycles, ensuring accurate attainment calculations, rigorous data validation, and timely, error-free payout delivery.
Establish and maintain governance across all data sources (e.g. CRM, data warehouse, incentive tools) ensuring consistency and resolving discrepancies across quota attainments, MBO attainments and payout calculations.
In partnership with Commercial Leadership, Rev Ops leadership, People Leadership and Finance leadership, serve as the subject matter expert on sales incentive plans providing guidance to commercial leaders and employees. Lead the operationalization of quota setting, territory management, and MBO frameworks.
Develop and enforce a robust change control process for all related updates, including quota adjustments and exception handling. Ensure full documentation and compliance with internal controls and audit requirements.
Serves as the point of accountability for resolving program related inquiries and discrepancies. Leads the cross-functional resolution efforts, maintaining issue tracking, and driving timely , transparent outcomes.
Own dashboard and reporting framework in partnership with Revenue Operations, to monitor attainment accuracy, payout progress, and operational efficiency.
Prepare and deliver program summaries, committee materials, and approval communications. Translate complex data into clear, concise insights for senior leadership and stakeholders.
Partner with CRM, data and product teams to enhance system integrations, automate workflows, and improve scalability and reliability of program processes.
Own and maintain comprehensive documentation, including SOP’s, RACIs, and procedures ensuring consistency, transparency, and operational continuity.
Lead quarterly retrospectives and process reviews to identify inefficiencies, data gaps, and communication challenges. Drive continuous improvement initiatives across tools, process, and governance frameworks.
Required Minimum Qualifications
7-10 years of experience in Sales Compensation, Revenue Operations, Finance or related fields
Proven experience managing end-to-end sales incentive programs in a complex, data-driven environment
Strong understanding of sales incentive structures, quota setting and performance measurements
Experience working with CRM systems (e.g. Salesforce), data platforms (e.g. BiqQuery), and performance management tools.
Demonstrated ability to lead cross-functional initiatives and taking partnership with senior stakeholders to influence change
Strong analytical skills with attention to detail and data accuracy
Experience with audit requirements and compliance frameworks
Excellent communication skills, with the ability to translate complex data into executive-level insights
Top Skills
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