Head of Sales Compensation

Tines; United States; Remote; USD 153,000 - 183,000; Full time

Job summary

Tines, a security-focused AI/automation platform, seeks a Sales Compensation Leader in the US to run the compensation engine for ~350 GTM people and own plan design and incentives. You’ll be hands-on in CaptivateIQ, manage data integrity across Salesforce, and coach a small team of analysts.

Ideal candidates have 6+ years in sales compensation, 2–3 years of direct management, and strong Excel modelling and executive communication. This is a hands-on leadership role with cross-functional impact.

Qualifications

• 6+ years in sales compensation or related field.
• 2-3 years direct management experience.
• Ownership of full incentive compensation cycle for distributed GTM team.
• Hands-on administration of an ICM platform, ideally CaptivateIQ.
• Strong Salesforce data fluency and translating requirements into logic.
• Advanced Excel or Google Sheets modelling.
• Excellent stakeholder management with Sales leadership.
• Clear written and verbal communication for executive audiences.

Responsibilities

• Run the compensation engine end to end: crediting, calculation, review and payout.
• Own CaptivateIQ as system of record for incentive compensation.
• Maintain data integrity across Salesforce and downstream systems.
• Oversee inquiry management with clear SLAs and trend reporting.
• Document and update policies and processes for stakeholders and team.
• Design annual plans, quotas and incentives for commissioned roles.
• Collaborate on quota setting and attaniment benchmarks.
• Model attainment distribution and support finance with ad-hoc reporting.
• Lead SPIFFs and non-cash incentive programmes.
• Enable plan communication so reps/managers understand pay structures.

Skills

Sales compensation

Revenue operations

People management

Stakeholder mgmt

Plan design

Data modelling

Communication

Tools

CaptivateIQ

Salesforce

Excel

Job description

Tines, a security-focused AI/automation platform, seeks a Sales Compensation Leader in the US to run the compensation engine for ~350 GTM people and own plan design and incentives. You’ll be hands-on in CaptivateIQ, manage data integrity across Salesforce, and coach a small team of analysts.

Ideal candidates have 6+ years in sales compensation, 2–3 years of direct management, and strong Excel modelling and executive communication. This is a hands-on leadership role with cross-functional impact.