Sales Operations & Incentive Specialist

OnTrac; Northern (KY); Hybrid; USD 67,000 - 101,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Life and disability insurance

401(k) with company match

Flexible vacation policy

Floating holidays

Sick leave

Job summary

OnTrac is hiring a Sales Operations & Incentive Specialist to design, administer, and analyze sales incentive programs that drive performance across Sales, Finance, Payroll, HR and IT. You will manage monthly incentive payouts, ensure accuracy, and maintain audit-ready controls.

The role requires a Bachelor’s degree or related experience and 3+ years in Sales Operations or a similar analytical function. Proficiency in Excel, Salesforce, and BI tools is preferred.

Qualifications

• Bachelor's degree or equivalent experience in a related field.
• 3+ years in Sales Operations, Revenue Operations or related analytical role.
• Strong Excel skills: PivotTables, lookups, complex formulas.
• Experience with reports, dashboards, or performance analyses.

Responsibilities

• Manage monthly incentive plan administration and payout accuracy.
• Investigate and document commission disputes and adjustments.
• Provide data modelling and scenario analysis for plan updates.
• Maintain dashboards, scorecards, and revenue performance reports.
• Prepare validated reporting for weekly and monthly reviews.
• Support quota deployment, territory alignment, and forecasting.
• Document processes and drive cross-functional automation and improvements.

Skills

Bachelor's degree

Sales Operations experience

Excel proficiency

Salesforce CRM

Power BI

Quota management

Process improvement

Logistics knowledge

Education

Bachelor's degree in Business, Finance, Economics, Analytics or related field

Tools

Salesforce CRM

Power BI

Job description

OnTrac is hiring a Sales Operations & Incentive Specialist!

Founded in 1986, OnTrac has evolved into the leading provider of same-day and next-day delivery services in the U.S. for premier e-commerce and product-supply businesses, including five of the largest retailers in the U.S.

Location:

Remote - This position may be performed remotely in states where the company is authorized to employ individuals.

Compensation:

The expected starting base pay range for this position is $67,200 - $84,000, with full potential base salary range over a successful candidate’s tenure in the position of $67,200 - $100,800. Actual compensation will be determined based on experience, skills, internal equity, and other job-related factors.

Employment Logistics:

The Sales Incentive Specialist designs, administers, and analyzes sales incentive programs that drive performance and align with business objectives. This role ensures incentive plans remain competitive, compliant, cost-efficient, and fair while effectively motivating sales teams. The position manages monthly incentive plan administration, commission validation, revenue performance reporting, sales planning support, and process governance. It partners across Sales, Account Management, Finance, Payroll, HR, and IT to maintain accurate compensation processes and support informed commercial decision-making.

Unpacking the Benefits:

Employees are eligible for a comprehensive benefits package which may include:

• Medical, dental, and vision insurance

• Life and short- and long-term disability coverage

• 401(k) retirement savings plan with company match

• Flex vacation in states other than CA, CO, IL, MA, MT, and NE, with accruals up to 96 hours for first year of employment with tenure-based increases up to 160 hours

• Two (2) floating holidays per year

• Paid sick leave*

• Six (6) paid company holidays

• Two (2) weeks paid pregnancy disability leave, four (4) weeks paid parental bonding leave

• Additional wellness and employee assistance programs

Benefits eligibility and offerings are subject to the terms and conditions of the applicable plans and company policies.

The Must-Haves:

• Bachelor’s degree in Business, Finance, Accounting, Economics, Analytics, or a related field, or equivalent experience

• 3+ years of experience in Sales Operations, Revenue Operations, Finance, Incentive Compensation, Business Operations, or a related analytical role

• Strong proficiency in Microsoft Excel, including PivotTables, lookups, and complex formulas

• Strong analytical, problem-solving, data-reconciliation, and quality-control capabilities

• Experience developing or maintaining business reports, dashboards, or performance analyses

• Experience with Salesforce CRM and Power BI or comparable business intelligence platforms preferred

• Knowledge of sales planning, quota management, territory design, forecasting, and incentive compensation processes preferred

• Experience supporting process improvement, automation, system testing, or implementation activities preferred

• Experience in logistics, transportation, distribution, or a high-growth B2B environment preferred

• It is the responsibility of every position to understand and adhere to the security guidelines outlined in OnTrac’s Acceptable Use policy and to conduct their activities accordingly.

Your Mission in Motion:

A summary of key responsibilities for the role is outlined below. Additional duties may be assigned as needed to support business objectives.

• Incentive administration & payout accuracy: Manage the monthly execution of Sales Incentive Plans under the direction of the Senior Manager, Sales Operations; validate performance results and commission calculations; and complete reconciliations, audits, payout validation, and documentation before payroll processing.

• Disputes, records & compensation controls: Investigate and document commission disputes, adjustments, and exceptions, resolving routine issues within established guidelines and escalating complex matters; maintain compensation records, calculation logic, approvals, and audit-ready controls.

• Plan analytics & process improvement: Provide data, modeling, and scenario analysis for plan updates and future designs; monitor data quality and identify issues affecting incentive calculations; recommend improvements that increase compensation accuracy, transparency, scalability, and efficiency.

• Revenue intelligence & performance reporting: Maintain dashboards, scorecards, recurring reports, and business intelligence resources; analyze sales performance, quota attainment, productivity, pipeline, customer, market, and trend data to identify risks, growth opportunities, and areas requiring leadership attention.

• Business reviews & decision support: Prepare validated reporting, initial insights, and supporting analyses for weekly, monthly, and executive performance reviews; translate data into findings that support revenue planning, seller productivity, resource allocation, and commercial decisions; support ad hoc analyses and revenue strategy initiatives.

• Sales planning & GTM support: Support quota deployment, territory alignment, account assignments, capacity analysis, forecasting, and performance measurement; provide modeling and impact analysis for growth planning, market prioritization, GTM initiatives, organizational changes, market expansion, and sales programs.

• Planning governance & sales effectiveness: Maintain planning files, assumptions, outputs, and documentation for consistent execution; collaborate with Sales Operations leadership to improve seller productivity, market coverage, and sales effectiveness; monitor reporting adoption, data quality, and metric consistency across source systems.

• Process governance, automation & cross-functional execution: Document Sales Operations processes, controls, data definitions, and ownership requirements; identify process gaps, manual effort, and control risks; support automation, system enhancements, testing, and implementation across Salesforce, reporting platforms, and Sales Operations workflows; coordinate activities and projects with Sales, Account Management, Finance, Payroll, HR, IT, and other partners through resolution.

Paving your way to your success:

• You demonstrate exceptional attention to detail, organization, documentation, and follow-through.

• You communicate clearly and work effectively across multiple stakeholder groups.

• You handle confidential and sensitive business and compensation information with appropriate discretion.

• You build effective partnerships across Sales, Account Management, Finance, Payroll, HR, and IT.

• You exercise sound judgment within established procedures to determine the appropriate course of action.

Posting Timeline:

This job posting is anticipated to remain open for at least 15 days from the date of posting

Disclosures:

*Washington state employees are eligible for up to 56 hours of paid sick leave annually.

The salary range above represents the national range for this position. The salary range may be inclusive of several career levels at OnTrac, and the actual base salary offered may vary depending on several factors including, but not limited to: Geographic location, candidate experience and qualifications, job-related skills and competencies, market alignment, and financial considerations.

Compensation decisions are made based on the specific circumstances of each hire to ensure fair and competitive pay.

ADA Statement:

We are committed to providing equal employment opportunities to all qualified individuals. If you require reasonable accommodation to participate in the application or interview process, perform essential job functions, or access other employment benefits, please contact Human Resources.

OnTrac is proud to be an Equal Opportunity Employer

Lasership, Inc. dba OnTrac Final Mile with its affiliates, including OnTrac Logistics, Inc. (collectively, "OnTrac" or the "Company") is an equal opportunity employer. We value diversity and welcome applications from individuals of all backgrounds, abilities, and experiences. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or age. Join us in our commitment to creating a diverse and inclusive workplace.