Sales Operations Manager, Commissions

About the position

Guideline is seeking a Sales Operations Manager, Commissions to take ownership of our commissions process and make it a powerful driver of motivation and performance. In this role, you’ll redesign our end-to-end commissions system to be simpler, transparent, and scalable. You’ll be the go-to expert for monthly payout calculations, ensuring accuracy and accountability. Beyond commissions, you will own sales capacity modeling and analysis, providing Sales and Finance Leadership with critical insights to inform capacity and resource planning. Working cross-functionally, you’ll design innovative commission structures that align with the sales team's goals and inspire our sales team to perform at their best.

Responsibilities

• Redesign Commissions Processes: Overhaul the end-to-end sales commissions process to create a simpler, more transparent, and scalable system that aligns with business goals.
• Own Payout Calculations: Take full accountability for accurate, timely, and compliant monthly commission payouts, ensuring clarity for all stakeholders.
• Own Sales Capacity Modeling: Develop capacity models and analysis to guide leadership on resource allocation and role planning to ensure optimal sales team structure and productivity.
• Drive Strategic Insights and Plan Design: Collaborate with Sales and Finance leadership to analyze commission trends, deliver actionable insights, and design data-driven, commission structures that motivate sales teams.
• Optimize Tools and Systems: Evaluate and enhance commission management tools and CRM integrations, streamlining processes for efficiency and scalability.
• Leverage Technical Expertise: Work with complex data sets to build models, perform deep-dive analyses, and support commission plan optimization with advanced data techniques.
• Ensure Compliance and Accuracy: Maintain rigorous documentation and processes to meet accounting and compliance standards while supporting leadership’s decision-making.

Requirements

• 4+ years in a Sales Commissions Manager, Commissions Analyst, Deal Desk, or similar role at a high-growth B2B or SaaS company.
• Proven track record of designing, managing, and administering commission plans across various roles.
• Expertise in commission tools (e.g., Spiff, CaptivateIQ, Xactly) and CRM platforms like Salesforce.
• Advanced Excel/Google Sheets skills for complex data analysis and modeling.
• Strong ability to analyze and interpret data, identify trends, and translate insights into actionable recommendations for leadership.
• Demonstrated success in redesigning and streamlining commission processes to improve scalability, transparency, and efficiency.
• Experience creating commission plans that align with company objectives while motivating sales teams.
• Excellent interpersonal skills, with a proven ability to work closely with Sales, Finance, and cross-functional teams.
• Rigorous focus on accuracy and compliance, ensuring calculations and payouts meet internal policies and accounting standards.
• Proactive mindset with the ability to manage competing priorities, identify opportunities for improvement, and take ownership of solutions.
• Exceptional written and verbal communication skills to explain commission plans, deliver insights, and provide clarity to stakeholders at all levels.

Benefits

• Medical, dental, and vision insurance with multiple plan options.
• Opt-out credit for waiving coverage.
• Health Savings Account and Flexible Spending Account.
• Company paid disability and life insurance.
• Optional Voluntary life insurance.
• Mental health benefit navigation with Rula for employees and dependents.
• Paid parental leave for birthing and non-birthing parents.
• Flexible time off in addition to company holidays.
• 401(k) Plan with 100% company contribution up to 5%.
• 1-month paid Sabbatical after 5 years of employment.
• Annual learning and development stipend up to $750 per employee per year.