Due to the rapid growth of the ThousandEyes sales team, we have the need for a Compensation and Performance expert at the headquarters office (San Francisco) - reporting to the Vice President, Sales Operations. This will be a key and highly visible role, with the following sample of responsibilities. Depending on the candidates’ strengths, these could change slightly but this outlines the core of what we are searching for:
Complete administration of Sales Compensation Plan. This includes the annual objectives of making any compensation documentation changes for the coming fiscal year (planning/calendar, business impacts, leadership approvals, signatures etc). You will assist HR and Sales Leadership with our overall salary planning, including OTE by role, and base/variable splits within each. You will also help to generate and maintain various SPIFF and bonus programs. This role will perform monthly and quarterly reviews with various leaders (sales leaders monthly reviews, other executives quarterly reviews). We will want to review participation metrics, overall achievement, club attainment, new hire ramp speed, and other similar reporting.
A specific focus area will be on quota coverage to business plan, how the hiring plan and actual pace impact the overall target, and ongoing calculation of quota coverage.
You will also own and administer the compensation software - we currently use Obero (recently acquired by Xactly) and would maintain the proper updates, training, licenses and overall “replace, renew” strategy for systems related to sales compensation.
Finally, you would work closely with HR and Sales leaders to track hiring vs the master plan, by sales leader, and track any coverage gaps to plan in the sales org. This person will maintain a “comp calculator” for use in recruiting and be the subject matter expert for both existing employees and potential candidates on the nuances of the comp plan.
Key experience for this role:
1 - experience with a SaaS model, how new/expansion/renewal bookings are treated and knowledge of cost of sales for these
2 - experience in sales comp planning (understanding OTE splits, acceleration, base commission rate principles)
3 - modeling experience, predicting outcomes of various inputs and changes to plan
4 - plan administration - creating/managing documentation and deadlines (with Legal, Finance, HR feedback etc)