Senior Manager, Sales Incentive Operations

Senior Manager, Sales Incentive Operations

Position Overview:

Skillsoft is seeking a strategic, analytical, and hands-on Senior Leader within Sales Operations to drive the design, execution, and continuous improvement of our global sales quota and compensation programs. This high-visibility role will lead a high-performing team while also directly managing the calculation, assignment, and distribution of quotas. The ideal candidate brings a blend of leadership, data-driven decision-making, and operational excellence. This role partners cross-functionally with Sales, Finance, HR, and Business Operations and acts as a key advisor to senior executives on performance strategy.

Key Responsibilities:

Sales Incentive Operations

• Support the development, implementation, and ongoing management of effective sales compensation plans that align with company objectives.
• Support and collaborate on territory design and account assignment processes, working closely with Sales, Strategy, and Business Operations to ensure fair, data-driven coverage models that align with go-to-market strategies and optimize sales effectiveness.
• Act as a point of contact for compensation-related inquiries, ensuring alignment with the company’s Rules of Engagement and compensation policies.
• Provide clear communication and training to Sales teams on compensation plans, policies, and process changes, ensuring alignment, understanding, and adoption through effective enablement materials, sessions, and ongoing support.
• Collaborate closely with the commissions team to ensure all inputs, approvals, and validations are completed accurately and on time, enabling the timely processing and certification of monthly commission payments.
• Monitor compensation plan effectiveness and propose enhancements based on performance data and market trends.
• Actively participate in the Global Incentive Compensation Committee, collaborating with senior leadership across Sales, Finance, HR, and Operations to review, align, and approve global compensation strategies, policies, and plan designs that drive performance and support business objectives.
• Provide executive-level reporting and insights on compensation effectiveness and sales performance.
• Drive continuous improvement in compensation systems, tools, and processes.

 Quota Management & Execution

• Lead the annual and in-cycle quota-setting processes across global sales teams and segments.
• Lead the planning, calculation, and distribution of sales quotas, ensuring alignment with territory potential, sales capacity, and overall revenue targets.
• Partner with Finance, Sales, and Business Operations to ensure quotas align with corporate growth targets.
• Ensure quotas are assigned accurately, equitably, and delivered within planning timelines.
• Govern and maintain processes for quota adjustments, exceptions, and approvals.

Leadership & Collaboration

• Manage and mentor a team responsible for quota and compensation operations.
• Foster cross-functional collaboration with Sales, HR, Finance, and IT to deliver seamless quota and compensation execution.
• Promote a culture of accountability, data integrity, and performance excellence.

Skills & Experience Required:

• 8+ years of progressive experience in Sales Operations, Revenue Operations, or Compensation Management with a Bachelor’s degree in Business, Finance, Economics, or related field (Certified Sales Compensation Professional (CSCP) preferred).
• Demonstrated success leading quota-setting and compensation processes.
• Experience with one or more Enterprise Incentive Management tools such as Xactly
• Strong understanding of incentive compensation best practices, including regulatory compliance and financial modelling.
• Exceptional analytical, problem-solving, and communication skills.
• Proven track record of leading high-performing teams and managing cross-functional stakeholders.
• Demonstrated ability to work in a fast-paced, data-driven environment with tight deadlines.
• Possess a Global mindset with the ability to lead and collaborate across culturally diverse and geographically dispersed teams.
• Be proactive, with a strong sense of ownership and urgency and adaptable, resilient; and someone who thrives in change-driven environments.
• Independent and entrepreneurial thinker with sound decision-making capabilities.
• Strong communication skills with the ability to influence at all levels of the organization, as well as, team-oriented, collaborative, and able to work seamlessly across functions.
• Must be located in the East Coast United States for Global calls

Target base salary range for this job requisition is anticipated to be approximately $128,000 - $145,000.

We also offer Enterprise benefits including but not limited to: medical, dental, vision, and paid time off

The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.