Senior Manager, Sales Compensation

Joining Collibra’s Sales team

We are looking for a strategic and detail-oriented Senior Manager, Sales Compensation to lead the design, implementation, and administration of our sales incentive programs. You will be the bridge between Revenue Operations, HR, and Sales, ensuring our compensation plans drive the right behaviors and reward high performance.The ideal candidate is a seasoned leader with a deep understanding of Xactly and the communication skills to explain complex commission structures to stakeholders at every level.

This is a remote role.

Senior Manager, Sales Compensation at Collibra are responsible for

• Plan Design & Strategy: Partner with the revenue operations team and executive leadership to help design annual and quarterly incentive plans that align with company revenue goals and drive adoption throughout the sales organization.
• Team Leadership: Manage and mentor the compensation analyst, overseeing the monthly commission cycle to ensure 100% accuracy and on-time payouts.
• Stakeholder Communication: Act as the "voice of sales comp." You will partner with revenue operations on training sessions for the sales force and provide one-on-one clarity to reps regarding their earnings and quotas.
• Dispute Resolution: Manage the inquiries and exceptions process, maintaining a high level of transparency and fairness to preserve sales force morale.
• Xactly Administration: Serve as the primary admin for the Xactly Incent platform. This includes plan modeling, formula auditing, and ensuring data integrity between Xactly, SalesForce and Workday.
• Reporting & Analytics: Partner with finance on forecasting, accruals, commission expense modeling, budget impact of plan changes and provide actionable insights to help pivot strategy when necessary.

You have

• 7+ years in Sales Operations or Compensation, with at least 3 years in a dedicated management or lead role in which you partnered directly with executive leadership to translate revenue goals into actionable sales playbooks.
• Experience in working in high-change (SaaS) environments, consistently delivering results amidst shifting priorities and rapid scaling.
• Partnered directly with executive leadership to translate revenue goals into actionable sales playbooks
• Advanced proficiency in Xactly (Incent) is a plus. You should be comfortable building complex rule sets and managing data uploads.
• Exceptional verbal and written skills. You can translate "spreadsheet speak" into clear, motivational language for sales teams.
• Expert-level Excel skills (lookups, pivots, logic formulas) and experience with CRM software (SalesForce).
• This position is not eligible for visa sponsorship.
• Bachelor’s Degree in Finance, Business Administration, Economics, or a related field.

You are

• Able to remain calm and professional during high-pressure month-end or year-end closing cycles.
• Customer service focused and a builder of great relationships and even better outcomes
• Comfortable in ambiguity and high-change environments
• Detail and process-oriented, with a personal standard for excellence

Measures of success

• Within your first month, you will become familiar with Collibra’s sales incentive plans and begin to take ownership of the daily administration of Xactly and sales compensation.
• Within your third month, you will be able to resolve most sales inquiries and assist with ad-hoc reporting. 
• Within your sixth month, you will be able to provide detailed training for new hires, create an automation plan for critical processes, and develop SOPs to enhance team efficiency and compliance.

Compensation for this role

The standard base salary range for this position is $140,000 - $175,000 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.