Senior Sales Compensation Manager

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What Expel is looking for in applicants

You’re responsible for creating the strategy for, and owning execution of, Expel’s sales compensation program. This role is primarily focused on creating a sales compensation program that drives the Sales organization to meet and exceed our revenue goals. Sales compensation is a critical pillar of our Sales team's success that drives a set of behaviors which result in a high-performing, and agile sales team, who are prepared for rapid growth and scale. So, it's imperative that we offer and maintain a competitive sales compensation program.

Expel offers a competitive sales compensation program including commission plans, spiffs and other mechanisms that result in exceptional performance. We consider sales compensation to be a critical pillar of our Sales team’s success that drives a set of behaviors that result in a high-performing sales team at a rapidly growing and scaling organization.

While your primary customer is the sales organization, you’ll work shoulder to shoulder with other teams including Finance, Employee Experience, Business Systems, IT and Legal. Partnerships with these groups are critical not only to successfully operationalize our sales compensation program, but also to ensure Expel capitalizes on opportunities to evolve our commissions program to drive strong sales performance over time. 

Primary Responsibilities

  • Create and continually update Expel’s sales compensation strategy and program 
  • Execute the operational elements of Expel’s sales compensation program with strong attention to detail
  • Roll out new commission plans, spiffs and other initiatives to Sales team in a way that creates trust and a strong understanding of their earning opportunities 
  • Set and continually manage expectations with people involved in the commission process, including leaders supporting commission programs as well as front-line sales staff 
  • Build strong relationships and foster trust amongst the sales team, Sales Leaders and other key stakeholders
  • Own Expel’s commission process, including stewardship of our commission software platform (CaptivateIQ), creating commission plans and MBOs, strategic planning and modeling and working directly with Expletives so they can understand their commission plans
  • Develop and execute spiff programs
  • Create documentation on Confluence to educate and have a clear understanding of our commissions program
  • Use Salesforce.com as the central system of record for Expel, including using it to automate manual commissions processes or tracking

Non-technical Skills Required

  • Strong ability to set and manage expectations around sales commissions and compensation
  • Ability to use data to drive decision making
  • Excellent active listening, negotiation, and conflict management skills across communication styles, vehicles, and levels
  • Ability to quickly engender trust and build strong long-term relationships within and outside of the Sales organization
  • Translate complex concepts (including Expel’s business value, sales processes, and tools) and generic models into something we care about by using clear language and visuals
  • Strong project management skills.
  • Ability to use questions to thoroughly understand problems before moving to solutions.
  • Strong attention to detail
  • Mindset: curious, creative and bold.

Technical Skills Required

  • Ability to create and own financial models of sales performance, commissions spend and other topics
  • Experience with sales planning including owning and managing sales capacity, creating and maintaining quotas and modeling sales performance
  • Experience owning and managing a commissions software platform
  • Familiarity with business systems such as Salesforce.com and Intacct and how they work together

Education and Experience

  • Experience owning sales compensation strategy and execution for a sales organization with at least 100 commissionable employees
  • Bachelor’s or postgraduate degree, or compelling story 
  • Experience serving and leading teams in a people manager role  
  • 5+ years of professional experience, including at least 3 focused on sales compensation
  • Salesforce.com experience required
  • Experience with commission software required; CaptivateIQ experience a plus
  • Experience working at a SaaS company required
  • Experience serving as a mentor and interested in becoming a people manager a plus


Additional Notes

Applicants must reside within the continental United States, and can work remotely from home.  Occasional travel will be required.

We're only hiring those authorized to work in the United States.

We're an Equal Opportunity Employer: You will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

The base salary range for this role is between $107,500 USD and $154,800 USD + bonus eligibility and equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.


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What is Expel looking for?
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