What are the responsibilities and job description for the Sales Compensation Manager position at Carta?
The Team You’ll Work With
The GTM Strategy & Operations team partners with Sales & Marketing leaders to drive Carta’s revenue strategy and best-in class execution.
The team mandate is to help drive revenue and optimize efficiency across the revenue customer lifecycle. The team owns end-to-end GTM strategy and execution, as well as the reporting and operational foundation, for Carta to continuously scale and grow.
In this vital GTM role in a highly dynamic team, you’ll be scaling the Sales Comp foundation. This leader will work closely with our CRO, Sales Leadership, Finance, HR, Total Comp, and Legal to define, build, and scale a world class sales compensation strategy and operational foundation.
The Problems You’ll Solve
- Serve as the trusted advisor and sales compensation leader to CRO and Sales leadership
- Own and evaluate end-to-end sales compensation design, planning, reporting and analytics, administration, dispute management, and operations to drive growth for Carta
- Partner with cross-functional teams in HR, Finance, Legal and Sales leadership to build, codify, and scale end-to-end sales compensation planning and execution, including commissions budget planning, forecasting and accruals
- Lead the management and development of all incentive compensation plans, policy administration, compensation letter design & issuance, development of target compensation structures, market planning and adjustments
- Own business requirements and roadmap development for sales compensation and commission tools and related systems (CaptivateIQ)
- Proactively identify opportunities for process optimization and drive efforts to improve the overall sales compensation foundation
- Develop and maintain sales compensation processes and policy definitions as well as build systems to ensure compliance to policies
- Lead strategic analysis of plans for the executive team based on cost and performance
- Drive operational efficiency by leveraging industry best practices and designing process, tool, and dashboard improvements to scale our high-growth business
- Lead as sales compensation subject matter expert in our planning processes, sales performance/productivity reporting, and special projects
About You
As a key hire for Sales Compensation in a growth business, the ideal candidate is a natural leader with deep sales compensation experience and a passion for building out scalable processes and iterating quickly in ambiguity. This person excels at balancing strategic planning with execution and is very comfortable getting their hands dirty.
- 5 years sales compensation experience, with progressively increasing responsibility, complexity, and scale of work
- Strong knowledge of sales incentive compensation concepts, sales data tracking processes, and methodologies
- Ability to drive change through influence and partnership with cross-functional teams.
- Effective, clear, and concise communication skills, verbal and written. Ability to communicate the right level of information to executives and cross-functional teams at the right cadence
- Ability to manipulate large data sets and conduct scenario analyses/modeling. Keen focus on accuracy
- Strong project management, stakeholder management, and prioritization skills
- Strategic, structured thinker. Strong analytical skills and business acumen. Aptitude for framing business questions with data, translating business needs into strategies, and executing tactics and process improvements
- Advanced skills required in SFDC, Gsuite, Excel. Familiarity with CaptivateIQ, Looker, BI tools a plus