Senior Manager, Revenue Operations and Compensation

Remote; San Francisco (CA); Remote; USD 86,000 - 102,000; Full time

Job summary

ThoughtExchange is seeking a Senior Manager, Revenue Operations and Compensation to lead RevOps initiatives and own variable compensation for the revenue organization. You will partner with revenue leaders on strategic projects, analytics, planning, and the revenue operating rhythm.

You’ll design incentive plans that drive the right behaviours while staying affordable and scalable. Reporting to the VP of Strategy & Operations, you’ll collaborate with the RevOps team to ensure accurate data,

Qualifications

• 6+ years in Sales Compensation and/or Revenue Operations at a B2B SaaS company.
• Experience forecasting, planning, and revenue operations across Sales, Customer Success, and Finance.
• Hands-on experience administering commissions in CaptivateIQ (or similar ICM platform).
• Track record designing incentive plans for new business, renewal/retention, and expansion.
• Strong financial modelling skills: plan cost, payout, OTE and pay mix.
• Familiarity with SaaS revenue metrics (ARR, ACV, TCV, NRR/GRR).
• Strong Salesforce knowledge; SOQL/SQL or BI tools is an asset.
• Advanced Excel/Google Sheets; scripting or AI automation is a plus.

Responsibilities

• Partner with revenue leaders on strategic and operational projects that improve productivity and efficiency.
• Support the revenue operating rhythm, including bi-weekly forecast and KPI tracking.
• Design annual and in-year incentive plans for all incentive roles.
• Model plan economics to fit each role's variable budget and scale.
• Run monthly commissions close in CaptivateIQ with data validation and payroll handoff.
• Maintain accuracy of plans, data, and users in CaptivateIQ and extend automation.
• Apply commission rules and manage inquiries, disputes, and clawbacks.
• Own commission letters and plan rollouts from rates to sign-off.
• Track plan performance and recommend changes.
• Collaborate with CS Ops, Sales & Marketing Ops, and Salesforce to streamline workflows.

Skills

Sales compensation

Revenue Operations

Cross-functional collaboration

Financial modelling

SaaS metrics

Forecasting

Tools

CaptivateIQ

Spiff

Xactly

QuotaPath

SQL/BI tools

Job description

Traditional surveys fall short in today’s world. That’s why we built ThoughtExchange, a platform powered by cutting-edge AI that helps leaders meaningfully connect with their communities and uncover immediate, actionable insights that drive real change.

We empower K12 leaders with the high-quality data they need to make informed decisions and create lasting impact. Our mission fuels everything we do, and we’re proud to work alongside a team of brilliant, curious, and collaborative individuals.

At ThoughtExchange, we’re reshaping how organizations engage their people for good. If you’re passionate about making a difference, we’d love to have you on the journey.

We are looking for a Senior Manager, Revenue Operations and Compensation at ThoughtExchange. This person is a Revenue Operations leader who also owns variable compensation for our revenue organization. You'll partner with revenue leaders on strategic and operational projects, analytics, planning, and our revenue operating rhythm. You'll also design and run incentive plans that drive the right behaviours, stay affordable, and scale with the business.

Reporting to the VP of Strategy & Operations, you'll work with the wider RevOps team (CS Ops, Sales & Marketing Ops, and our Data Scientist). When something breaks in a revenue process, you'll coordinate the fix across Sales, District Success, Marketing, Finance, People, and BI.

What You’ll Do

• Partner with revenue leaders on strategic and operational projects that improve productivity and efficiency, keep revenue teams aligned, and measure how new initiatives perform.
• Support the revenue operating rhythm, including the bi-weekly forecast, monthly performance summaries, QBRs, and KPI tracking.
• Work with revenue leaders, Finance, and People to design annual (July to June) and in-year incentive plans for all incentive roles, turning priorities like retention, multi-year renewals, and new business into plan mechanics.
• Model plan economics (cost of sales, pay mix against OTE, payout curves at different attainment levels) so plans work, fit each role’s variable budget, and scale.
• Run the monthly commissions close in CaptivateIQ: data validation, plan processing, accrual review with Finance, rep statements, and the payroll handoff.
• Keep plans, data, and users in CaptivateIQ accurate and auditable, and keep extending how much of the close is automated.
• Apply commission rules consistently, and manage rep inquiries, disputes, exceptions, and clawbacks through the Quotas & Commissions governance process.
• Own commission letters and plan rollouts, from rates and prorations through stakeholder sign-off and team presentations.
• Track how well plans work (attainment distribution, payout vs. performance, cost vs. forecast) and recommend changes.
• Work with CS Ops, Sales & Marketing Ops, and the Salesforce team to build systems and processes that simplify daily workflows, cut errors, and drive adoption.
• Partner with the Data Scientist, BI, and Salesforce teams to give revenue leaders insights and clear recommendations on rep workflows, performance, and strategic initiatives.
• Help rationalize the revenue tech stack to cut cost and complexity, and keep revenue systems, processes, and data easy to inspect and audit.
• Contribute to annual planning with Operations leadership and Finance, including territory design and quota setting, and keep quotas aligned with commission plans.

What We’re Looking For

• 6+ years in Sales Compensation and/or Revenue Operations at a B2B SaaS company, with meaningful experience in both broader RevOps and incentive compensation.
• Experience supporting forecasting, planning, and revenue operations across Sales, Customer Success, and Finance.
• Hands-on experience administering commissions in CaptivateIQ (strongly preferred) or a similar ICM platform (e.g., Spiff, Xactly, QuotaPath), including building plans in the tool.
• A track record of designing incentive plans for new business, renewal/retention, and expansion roles, and measuring their impact.
• Strong financial modelling skills: plan cost, payout scenarios, OTE and pay mix, quota capacity.
• Solid command of SaaS revenue metrics (ARR, ACV, TCV, NRR/GRR) and how plan and process design affect them.
• Strong Salesforce knowledge (opportunity, renewal, and invoice data; reporting). SOQL/SQL or BI tool experience is an asset.
• Advanced Excel/Google Sheets skills. Experience with scripting or AI-assisted automation (e.g., Python, Claude) is an asset.
• Experience leading cross-functional process improvements from diagnosis to adoption.
• Able to hold a firm line on plan integrity and cost while keeping strong relationships with revenue leaders.
• Clear communicator who can explain complex plan mechanics simply.

The salary range for this position is $120,758 -142,068 CAD per year. Your specific compensation within this range is determined based on your job-related skills, knowledge, experience, and our internal equity assessment.