Sales Analyst

Overview

The Staff Sales Incentive Analyst is responsible for administering sales compensation programs and owning quota and territory planning processes through accurate, trusted data and analysis. Sitting within Business Operations, this role ensures that compensation plans, quotas, and territories are designed, executed, and governed in alignment with business and financial objectives. This role partners closely with Sales Leadership, Finance, People Operations, and IT to translate compensation and sales planning strategy into reliable execution.

The ideal candidate brings strong analytical rigor, operational discipline, and the ability to lead structured planning processes across stakeholders.

• Sales Compensation Administration & Execution
  • Administer sales compensation programs end to end, including quota setup, commission calculations, payouts, adjustments, and true-ups.
  • Ensure commissions are calculated accurately and paid on time in accordance with approved compensation plans and policies.
  • Serve as the primary point of contact for sales compensation questions, issues, and dispute resolution.
  • Maintain clear documentation of compensation plans, calculation logic, and operational procedures.
• Quota & Territory Planning Support
  • Own the annual and in-year quota planning process, including quota methodology, modeling, validation, and deployment.
  • Lead territory design and planning efforts to ensure equitable coverage, balanced opportunity, and effective sales capacity.
  • Analyze quota and territory alignment to assess coverage gaps, imbalance, and impacts to attainment and compensation outcomes.
  • Partner with Sales Leadership to drive quota and territory decisions based on data and business priorities.
  • Own quota and territory change management, ensuring updates are clearly communicated and accurately reflected in systems.
• Data, Reporting & Analysis
  • Build and maintain reporting that provides visibility into quota attainment, payouts, and territory performance.
  • Ensure compensation, quota, and territory data is accurate, consistent, and reconciled to Salesforce.
  • Provide leadership-facing summaries and analysis with clear explanations of trends, drivers, and implications.
• Compensation Plan Support & Modeling
  • Partner with Business Operations, People Operations, Sales Leadership, and Finance to support the design and evolution of compensation plans.
  • Translate compensation and quota plans into operational rules and system logic.
  • Model compensation scenarios to assess plan behavior, cost implications, and edge cases.
  • Support evaluation of plan effectiveness and recommend improvements based on data and outcomes.
• Systems, Controls & Governance
  • Own Spiff as the primary sales compensation management tool, ensuring compensation plans, quotas, and territories are accurately configured and maintained.
  • Translate approved compensation, quota, and territory designs into Spiff system logic, including rules, calculations, and workflows.
  • Ensure compensation and sales planning processes are well-controlled, auditable, and scalable as the business grows.
  • Support audit requests, internal controls, and SOX readiness through strong documentation, approvals, and governance practices.
• Cross-Functional Partnership & Enablement
  • Partner closely with Sales Leadership, Finance, People Operations, Business Intelligence, and IT to align compensation and sales planning outcomes.
  • Lead enablement efforts to ensure compensation plans, quotas, and territories are clearly documented and understood by the sales organization.
  • Drive the evolution of compensation and sales planning processes from manual or ad hoc execution to standardized, repeatable operations.

• Bachelor’s degree in business, finance, analytics, economics, or a related field
• Experience in sales compensation, quota or territory planning, revenue operations, finance, or a related analytical or operational role
• Strong understanding of sales compensation, quota setting, and territory design concepts
• Strong technical aptitude to independently rebuild, validate, and troubleshoot compensation plans using underlying data models, calculations, and edge-case analysis
• Advanced Excel /…