Sales Compensation Manager

Jobtailor; Dublin; On-site; EUR 90,000 - 130,000; Full time

Job summary

Jobtailor is seeking a senior compensation leader to own the full incentive cycle for a distributed GTM team. You will manage cap-to-spread payouts, ensure plan integrity in CaptivateIQ, and align with Sales, Finance, and Deal Desk.

The role requires strong data modelling, stakeholder management, and experience in plan design for multi-product offerings. Ireland-based with a hybrid work approach.

Qualifications

• 6+ years in sales compensation, revenue operations, or related field.
• 2–3 years direct management experience.
• Ownership of full incentive compensation cycle for distributed GTM teams.

Responsibilities

• Own monthly and quarterly compensation cycle end to end: crediting, calculation, review and payout.
• Own CaptivateIQ as the incentive compensation system of record, including plan build, rule logic, testing and release.
• Maintain data integrity across Salesforce and downstream systems.
• Oversee inquiry management, SLAs and trend reporting.
• Build compensation strategy for evolving pricing models and multi-product business.
• Represent compensation requirements during CPQ and CRM enhancements or changes.
• Lead design and communication of compensation plans and enablement for teams.

Skills

ICM Administration

Plan design

Stakeholder management

Data integrity

Forecasting

Tools

CaptivateIQ

Salesforce

Google Sheets

Excel

Job description

• Own the monthly and quarterly compensation cycle end to end: crediting, calculation, review, approval and payout


• Own CaptivateIQ as the incentive compensation system of record, including plan build, rule logic, testing and release


• Own crediting and compensation data integrity across Salesforce and downstream systems


• Work with Systems and Deal Desk to fix data problems at source


• Oversee inquiry management, service-level agreements and trend reporting


• Maintain compensation policies and processes


• Own annual plan design for all commissioned roles with the Senior Compensation Analyst, GTM leadership, FP&A and People


• Collaborate on quota setting for each function


• Model attainment distribution and benchmarks and support finance with ad-hoc cost reporting


• Build SPIFFs and non-cash incentive programmes, including President’s Club


• Own plan communication and enablement


• Build compensation strategy for an evolving pricing model and multi-product business


• Represent compensation requirements during CPQ and CRM enhancements or changes


• Enhance compensation reporting, including attainment, payout curves, quota coverage and programme effectiveness


• Manage, coach and develop a small team of compensation analysts


• Prioritise team work, capacity and quarterly OKRs


• Remain hands-on in compensation models, CaptivateIQ and plan documentation

Requirements

• 6+ years in sales compensation, revenue operations, sales finance or a closely related field, with experience managing or formally mentoring analysts


• 2–3 years direct management experience


• Proven ownership of a full incentive compensation cycle for a distributed GTM team, including crediting, calculation, payout and dispute resolution


• Hands‑on administration of an ICM platform, ideally CaptivateIQ, including building and testing plan logic


• Demonstrated plan design experience: pay mix, leverage, accelerators and quota setting, with modelling to support recommendations


• Strong Salesforce data fluency and ability to translate commercial requirements into system and crediting logic


• Advanced Excel or Google Sheets modelling, including capacity, attainment and cost of sale models


• Excellent stakeholder management and ability to hold a position with Sales leaders


• Clear, direct communication, including polished written work suitable for executive audiences


• Bonus: experience with consumption, usage-based or hybrid pricing models


• Bonus: experience through a CPQ or quote-to-cash migration, ideally Salesforce CPQ or Dealhub


• Bonus: experience in cybersecurity, IT or AI markets


• Bonus: familiarity with ASC 606 commission capitalisation and audit requirements


• Bonus: experience compensating post-sales and partner roles

Core Competencies

Demonstrates expertise in managing the full incentive compensation cycle, including plan design, data integrity, and stakeholder communication. Proficient in CaptivateIQ and Salesforce, with strong analytical skills in Excel or Google Sheets for modeling compensation strategies.

Highest-signal resume keywords

• Incentive Compensation Management


• CaptivateIQ Administration


• Salesforce Data Fluency


• Compensation Plan Design


• Team Management

ATS Optimization Keywords

Hard Skills

• Compensation Cycle Management


• Plan Logic Building


• Data Integrity Management


• Advanced Excel Modelling


• Quota Setting


• Attainment Modelling


• Dispute Resolution


• Trend Reporting


• SPIFFs Development


• Cost Reporting

Soft Skills

• Stakeholder Management


• Clear Communication
  
• Team Collaboration


• Mentoring


• Problem Solving

Industry Keywords

• Sales Compensation


• Revenue Operations


• GTM Strategy


• ASC 606


• CPQ


• Cybersecurity


• IT


• AI Markets

Tools & Technologies

• CaptivateIQ


• Salesforce


• Google Sheets


• Excel