Sales Operations Specialist

Nuix Limited; Sydney; Hybrid; AUD 140,000 - 230,000; Full time

Job summary

Nuix in Sydney is seeking a Sales Operations Specialist, a senior individual contributor in the Sales Enablement function. You will design and govern sales territories, commission plans, incentive programmes and quota frameworks to drive precise, high‑velocity growth.

Reporting to the Head of Revenue Operations, you’ll translate targets into workable structures, partner with Finance, People and Sales Leadership, and codify governance materials for rollout.

Qualifications

• Five to ten years of specialist experience designing sales territories, commission plans, incentive programmes and quota frameworks in an enterprise technology or SaaS environment.
• Experience designing go-to-market structures across territory, quota, incentives and plans for scale in a complex sales organisation.
• Strong stakeholder management and cross-functional collaboration skills with Finance, People and Sales Leadership.

Responsibilities

• Design and maintain a rigorous territory framework reflecting Nuix's go-to-market model and growth priorities.
• Architect commission plan structures that are simple to internalise yet drive revenue growth.
• Design targeted incentive programmes, including SPIFs and performance bonuses, with documented rules before launch.
• Lead quota design at role and segment level, translating targets into fair, data-grounded quotas.
• Act as SME on sales performance management frameworks and benchmark against market practice.
• Partner with Finance, People and Sales Leadership to document, approve, and operationalise plans and territories.

Skills

Territory design

Commission planning

Quota design

Incentive programs

Cross-functional collaboration

Analytics

CRM tools

Anaplan

Xactly

Salesforce

Tools

Anaplan

Xactly

CaptivateIQ

Salesforce

Job description

We're on a mission to be a Force For Good, through our People, Products and Purpose at Nuix. This extends to our People. We're fiercely passionate, love working at pace, thrive in ambiguity, live, and breathe outside of the box, and above all are good humans. We're determined to make a positive difference in the world, whether through our solutions which help the top companies, governments and agencies find the truth and combat illegal activities, or through our people who care about contributing and giving back both within, and outside, of Nuix. We are a Force For Good. We're selective about who comes on board, and you should be too. But if the above sounds like a match, get in touch today and get ready for the possibility of starting a once-in-a-career journey.

Role Overview

Nuix operates at the intersection of enterprise data intelligence, investigative analytics and eDiscovery software, helping the world's most demanding organisations find truth in complex data. The Sales Operations Specialist is a senior individual contributor within the Sales Enablement function, responsible for the structural design work that makes a high-performance global sales organisation function with precision and consistency. This is a specialist role focused on the design and governance of sales territories, commission plans, incentive programmes and quota frameworks, not calculation or administration. The person appointed will bring deep expertise in what well-constructed go‑to‑market structures look like for enterprise technology businesses, and will apply that expertise directly to inform how Nuix's revenue engine is built and refined.

Reporting to the Head of Revenue Operations, this role works at the intersection of sales strategy, finance and leadership, translating business targets into operationally sound structures that drive the right seller behaviours across a complex, multi‑segment sales motion. The ideal candidate has seen these disciplines at scale in a technology, SaaS or data‑platform environment and brings both the craft knowledge and the stakeholder presence to do this work with authority.

Location

This position will be based in our Sydney office. The candidate is required to attend the office a minimum of 3 days per week but may voluntarily elect to work either remotely or from the Sydney office for the remaining 2 days of the week.

Key Responsibilities

• Design and maintain a rigorous territory framework that reflects Nuix's go‑to‑market coverage model and growth priorities. This means segmenting accounts by size, geography, vertical and opportunity potential to ensure equitable distribution of workload and revenue opportunity across the field organisation.
• Architect commission plan structures that are simple enough for sellers to internalise and sophisticated enough to drive the right revenue behaviours. Plan design encompasses pay mix, base commission rates, accelerator thresholds, decelerators, clawback provisions and crediting rules aligned to Nuix's sales motion and product priorities.
• Design targeted incentive programmes, including SPIFs and performance bonuses, that reinforce strategic priorities between standard commission cycles. This includes scoping the objective, defining eligibility, modelling the cost‑to‑revenue impact and documenting programme rules clearly before launch.
• Lead quota design at the role and segment level, translating top‑down revenue targets into fair, data‑grounded individual and team quotas. Work incorporates capacity modelling, ramp‑period adjustments, segment‑specific attainment benchmarks and scenario analysis to ensure quotas are challenging without being counterproductive.
• Act as the internal subject matter expert on sales performance management frameworks, providing structured advice to Revenue Operations and Sales Leadership. This includes benchmarking Nuix's design approaches against current enterprise software market practice and flagging where plan mechanics may be creating unintended behaviours.
• Partner cross‑functionally with Finance, People and Sales Leadership to ensure every plan and territory structure is documented, approved and operable before rollout. Produce clear plan documentation, governance records and change‑management materials so that sellers understand exactly how their earnings and territories are determined.

Skills, Knowledge and Expertise

• Five to ten years of specialist experience designing sales territories, commission plans, incentive programmes and quota frameworks in an enterprise technology or SaaS environment. Candidates should have worked within large, structured sales organisations and have direct experience across all four design disciplines, not just one or two.
• Demonstrated expertise in quota and territory design methodology, including capacity modelling, segment‑based coverage design and scenario analysis. The ability to translate a board‑level revenue target into a coherent, role‑specific quota structure using data rather than convention is essential.
• Strong cross‑functional stakeholder management capability, with a track record of working credibly alongside Finance, People and senior Sales Leadership. This role influences consequential decisions about how sellers are paid and where they sell, so the ability to present design rationale clearly and hold a position under scrutiny is required.
• High analytical proficiency and fluency with sales performance management tools and CRM platforms. Working knowledge of planning and incentive compensation tooling such as Anaplan, Xactly, CaptivateIQ or equivalent, alongside Salesforce, is expected at this level.

Desired Expertise

• Exposure to investigative analytics, eDiscovery, data intelligence or adjacent enterprise software categories. Familiarity with the sales cycles, buyer profiles and deal complexity typical of these markets would accelerate the candidate's ability to contextualise design decisions at Nuix.
• Relevant professional accreditation such as a Certified Compensation Professional designation or equivalent formal training in incentive compensation design. Formal grounding in compensation theory and governance standards adds depth to the practitioner experience this role demands.

Nuix is an equal opportunities employer. Don’t let imposter syndrome hold you back! We welcome all applications and are a flexible employer.

We strive to make any required adjustments where possible to make the process fair and equitable for everyone. If you need any accommodations throughout the interview process, please note this in your job application.

Nuix is on an incredible journey of transformation, aligning our strengths with our ambitions to pursue greater opportunities. To find out more about who we are and what we are doing, please visit our web page.

https://www.nuix.com/

**Nuix is an Equal Opportunity Employer**

As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.

Nuix Vision

Finding Truth in a Digital World.

Nuix Mission Statement

Nuix creates innovative software that empowers organizations to simply and quickly find the truth from any data in a digital world. We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.

Nuix Values

• TAKE OWNERSHIP
• RESILIENT
• UNAFRAID
• TEAM NUIX
• HERO OUR CUSTOMERS

To all recruitment agencies: Nuix does not accept agency CV's unless we have an existing agreement. Please do not forward CV's to us, or our Nuix employees directly. Nuix is not responsible for any fees related to unsolicited resumes, or where there is not an agreement in place.