Sr. Sales Compensation Strategy Manager – Remote

 Highspot - Company site
 June 22, 2022
 United States
About Highspot
Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets.  What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd. 
We are committed to diversity as both a moral and business imperative. 
About the Role
At Highspot, we are changing the way that millions of people work around the world. Today, we are helping companies like GM, RingCentral, DocuSign, Workday, Aetna, John Deere, Adobe, Siemens, and thousands more to elevate customer conversations and to increase the performance of their go-to-market teams. Our platform delivers integrated content management, training, contextual guidance, customer engagement, and actionable analytics. Enablement is at the heart of our customer momentum and market success. 
The Revenue Analytics team at Highspot is at the intersection of Marketing, Account Development, Sales, Services, Finance, and Product. The team is a center of excellence responsible for data, analytics, insights, and compensation strategy of the go-to-market organization.
We are looking for an experienced sales compensation expert to join the team and develop and implement the revenue compensation strategy at Highspot. 
The Senior Manager, Sales Compensation Strategy will define a best-in-class revenue compensation strategy for Account Executives, Account Managers, Sales Engineers, and Account Development Representatives, globally. This person will manage compensation processes, communication, reporting, and optimization – driving change management to execute an incentive compensation strategy that drives rep behaviors aligned to our revenue goals. 
Reporting to the Director, Sales Compensation Strategy, this role will partner closely with the company’s revenue leaders, HR, and Finance and will foster close working relationships with stakeholders to develop a scalable incentive compensation strategy.

What You’ll Do

  • Develop and design incentive compensation structures and plans and related quotas to meet revenue goals.
  • Conduct analysis on key go-to-market metrics (segment, industry, product, persona, etc.) to inform compensation strategy and quota design. 
  • Proactively identify and present insights to Revenue Leadership with intuitive data visualization. 
  • Create and deliver compensation plan enablement and communications.
  • Drive annual SPIFF planning and strategy in partnership with Finance and Revenue Leadership. 
  • Conduct external benchmarking to optimize compensation strategy. 
  • Consistently drive effective change management across the revenue teams. 
  • Monitor the accuracy and efficient distribution of Salesforce, Tableau, and Xactly compensation reporting to revenue teams. 
  • Coordinate planning activities with other functions and stakeholders within the company. 
  • Your Background

  • Ability to react and pivot in ambiguous and changing environments. 
  • Deep expertise in sales process, incentive, compensation design, and strategy. 
  • Experience driving effective change management.
  • Strong ability to define, implement, execute and optimize consistent sales processes across global markets and sales teams.
  • Experience recruiting, hiring, and developing top talent.
  • Experience working with c-suite executives.
  • Strong in communications and presentation development. 
  • Analytical mindset and ability to present data in an actionable and insightful way that drives change in behavior. 
  • This position is available either in-office or remote, as applicable, at the following locations:

  • Arizona – Remote 
  • Arkansas – Remote
  • California – Remote 
  • Connecticut – Remote 
  • Florida – Remote 
  • Georgia – Remote 
  • Idaho – Remote 
  • Illinois – Remote 
  • Maryland – Remote 
  • Massachusetts – Remote 
  • Michigan – Remote
  • Minnesota – Remote 
  • Missouri – Remote 
  • Montana – Remote 
  • Nevada – Remote
  • New Hampshire – Remote
  • New Jersey – Remote 
  • New York – Remote 
  • North Carolina – Remote 
  • Ohio – Remote 
  • Oregon – Remote 
  • Pennsylvania – Remote 
  • Tennessee – Remote
  • Texas – Remote 
  • Utah – Remote 
  • Virginia – Remote 
  • Washington – Remote 
  • Washington – Seattle
  • Washington, D.C.
  • Wisconsin – Remote
  • #BI-Remote
  • Benefits
    Comprehensive medical, dental, and vision benefits
    401(k) Matching
    Paid parental leave 
    Flexible work and vacation schedules
    Discounted ClassPass membership
    2 volunteer days per year
    Transportation benefits
    Competitive compensation and stock options
    Fully-stocked kitchen
    Annual company-wide events
    Meaningfully contribute to a compelling vision!
    Equal Opportunity Statement
    We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
    Did you read the requirements as a checklist and not tick every box? Don’t rule yourself out! If this role resonates with you, hit the ‘apply’ button.