About Shift

We believe car buying should be fun, fair, and accessible to everyone. We’ve set out to transform an industry, using technology to bring transparency and convenience to the car buying process. 

And we aren’t stopping there. We seek to bring that same openness and simplicity to car ownership too, with payments, maintenance, and insurance in one easy app. At Shift, we’re building the tools that empower people to buy, own, and sell the cars that make life go. We’ve recently entered the public markets (Nasdaq: SFT) and are experiencing rapid growth. This is a great opportunity to join a hyper growth company changing the world’s largest industry! 

About the Role 

Within the organization, the Sales Operations team is responsible for supporting Leadership, Sales, and Operational teams in achieving organizational objectives and driving continuous improvements in sales and business metrics. We are looking for a Manager of Sales Performance and Compensation to own goal methodology and quota distribution, design and administration of multiple sales variable compensation plans, implementation and admin of our sales compensation software, and design and initiation of a sales recognition program.  Our compensation plans may include Revenue Based Incentive (RBI), Activity Based Incentive, and SPIF programs. In this hands-on role, you will build and operate mechanisms to ensure goal methodology, quota setting and compensation policies and procedures are adopted and are delivering the desired outputs across multiple sales teams. You will be responsible for analyzing the effectiveness of existing goal methodology and compensation plans, programs and policies relative to the needs of the business. You will leverage data to create sales quota and compensation performance analyses, which will support proposals for new or modified goal methodology and/or targeted compensation plans and programs. This role will serve as the sales performance and compensation leader and will gain alignment between HR, sales leadership and executive level business leadership on innovative quota and compensation proposals as well as any policy changes.  With over $300 million in newly raised capital, Shift is poised for aggressive growth over the next few years and our Sales Performance and Compensation Manager will be a vital member of our future success! 

Responsibilities

  • Develop a deep understanding of the Shift sales model (which includes various seller roles) and the KPI components, sales metrics, quota setting/goal methodology, compensation plans, sales tools and data structures within.
  • Create detailed, data-driven, written proposals to align cross-functional leadership teams around new or revised approaches to managing sales goal methodology and incentive compensation.
  • In partnership with HR, develop and refine SOP and standard plan documents for sales goal methodology, quota setting and compensation for the various sales roles within the organization.
  • Administer compensation plans through our compensation software in partnership with HR, finance, payroll, sales and executive management.
  • Support Sales Operations to drive improvements to sales quota and compensation tools, methods, and processes utilized by the team to increase the availability and granularity of actionable data.
  • Manage partnerships with Sales, Product, Finance, HR, Business Intelligence, Recruiting and other key business leaders to influence opportunities for improvement as well as strategic vision for growth 

Requirements

  • 5+ years of experience in sales operations
  • Experience designing and managing incentive compensation plans for a 100+ person sales team, multiple plans preferred
  • Advanced Excel skills (advanced formulas, pivot tables, lookups)
  • Experience managing large data sets, specifically experience with validating or auditing data from multiple systems
  • 2+ years of managing people
  • Experience with CRM(s), BI tooling, data analysis and compensation software (Salesforce/Hubspot, Tableau/Periscope/Looker, Xactly Incent/Anaplan/CaptivateIQ, etc.)
  • Detail oriented and expert in both qualitative and quantitative analysis with experience delivering objectives on a strict deadline
  • Excellent written and verbal communication skills, with great time management and people skills, and a track record of supporting multiple business stakeholders
  • Able to operate successfully in a lean, fast-paced organization
  • Collaborative contributor who enjoys having fun at work, loves a challenge and wants to grow professionally

Who We Are

At Shift, we’re all about growth - which means people who are eager to grow, who are ready to roll up their sleeves and learn new things. We were founded by a scrappy group of visionaries who were by no means “car experts” - so we don’t expect you to be one, either! We’ll take the open-minded go-getter over the pure subject matter expert any day. In that spirit, we also care about building a diverse and inclusive workplace and company. To put it simply, cars are meant for everyone, so we believe our company should be, too. We never discriminate against any candidate on the basis of gender, sexual orientation, gender identity, age, race, ethnicity, religion, color, national origin, marital status, veteran status or disability status. We welcome and encourage people of all backgrounds and walks of life to apply, even if you’re unsure if you meet all the requirements. (Even if this particular role isn’t the right fit, chances are we will have the right one soon!

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