Sales Operations Specialist

Nuix; Sydney; Hybrid; AUD 180,000 - 260,000; Full time

Job summary

Nuix, Sydney-based, seeks a Sales Operations Specialist to design and govern sales territories, commission plans and quota frameworks for a high-performance global sales organisation. This senior IC role reports to the Head of Revenue Operations and requires deep GTM expertise in enterprise technology, SaaS or data platforms.

The role sits at the intersection of sales strategy, finance and leadership, translating targets into operable structures that drive seller behaviours across a

Qualifications

• Five to ten years of specialist experience designing sales territories, commission plans, incentive programmes and quota frameworks in enterprise technology or SaaS.
• Experience across design disciplines, not just one or two, within large, structured sales organisations.
• Strong cross-functional stakeholder management with Finance, People and Sales Leadership; credibility in presenting design rationale.

Responsibilities

• Design and maintain a rigorous territory framework aligned to go-to-market priorities and workload distribution.
• Architect commission plan structures with pay mix, base rates, accelerators, clawbacks and crediting rules.
• Design targeted incentive programmes, including SPIFs and performance bonuses, with cost-to-revenue modelling and clear rules.
• Lead quota design at the role and segment level, including ramp periods, attainment benchmarks and scenario analysis.
• Act as SME on sales performance management frameworks and benchmark against market practice.
• Partner with Finance, People and Sales Leadership to document, approve and rollout plans and territory structures with governance materials.

Skills

Territory design

Quota design

Incentive program design

Stakeholder management

Sales analytics

CRM tools

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 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.

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 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

We believe in these principles and seek to weave them into the fabric of our daily work at Nuix. In doing so, we co-create a dynamic and purposeful company culture that we can be proud of and want to belong to.