Sales Compensation Leader — Design, Analytics & Impact

Remote; San Francisco (CA); On-site; USD 153,000 - 183,000; Full time

Job summary

Tines seeks a Sales Compensation Leader to own the pay engine for ~350 GTM people, design plans, quotas, and incentives, and lead a small analytics team. You’ll operate in CaptivateIQ, ensure data accuracy across Salesforce, and partner with GTM leadership and Finance to evolve compensation as our business grows.

This hands-on leadership role requires deep experience in full incentive cycles, plan design, and executive-level communication.

Qualifications

• 6+ years in sales compensation, revenue operations, sales finance or closely related field; mentoring analysts.
• 2–3 years direct management experience.
• Ownership of full incentive compensation cycle including crediting, payout and dispute resolution.
• Hands-on administration of an ICM platform, ideally CaptivateIQ.
• Demonstrated plan design experience: pay mix, leverage, accelerators and quotas.
• Strong Salesforce data fluency and translating requirements into logic.
• Advanced Excel/Google Sheets modelling for capacity, attainment and COGS.
• Excellent stakeholder management and executive communication.
• Written work polished for executive audiences.

Responsibilities

• Run the compensation engine end to end for monthly and quarterly cycles with accuracy.
• Own CaptivateIQ as system of record for incentive compensation; build rules and test logic.
• Maintain data integrity across Salesforce and downstream systems; collaborate to resolve issues.
• Oversee inquiry management with SLAs and trend reporting; document policies and processes.
• Design annual plans with Senior compensation analyst, GTM leadership, FP&A and People.
• Collaborate with RevOps on quota setting to align with strategy.
• Model attainment distribution, benchmarks and cost reporting; support finance.
• Develop SPIFFs and non-cash incentives; manage President's Club initiatives.
• Own plan communication and enablement for reps and managers.
• Evolve compensation strategy with changing pricing model and multi-product business.
• Represent compensation in CPQ/CRM enhancements; improve reporting by role/segment.
• Lead and grow a small team of compensation analysts; set standards and OKRs.
• Stay hands-on; balance doing and leadership responsibilities.

Skills

Sales compensation

Team management

Salesforce data fluency

Excel modelling

Stakeholder management

Communication

Tools

CaptivateIQ

Salesforce

DealHub

Job description

Tines seeks a Sales Compensation Leader to own the pay engine for ~350 GTM people, design plans, quotas, and incentives, and lead a small analytics team. You’ll operate in CaptivateIQ, ensure data accuracy across Salesforce, and partner with GTM leadership and Finance to evolve compensation as our business grows.

This hands-on leadership role requires deep experience in full incentive cycles, plan design, and executive-level communication.