Sales Incentive Compensation Manager

Sales Incentive Compensation Manager

Santa Barbara; New York City

About impact.com: impact.com is the world's leading commerce partnership marketing platform, transforming the way businesses grow by enabling them to discover, manage, and scale partnerships across the entire customer journey. From affiliates and influencers to content publishers, brand ambassadors, and customer advocates, impact.com empowers brands to drive trusted, performance-based growth through authentic relationships. Its award-winning products - Performance (affiliate), Creator (influencer), and Advocate (customer referral) - unify every type of partner into one integrated platform. As consumers increasingly rely on recommendations from people and communities they trust, impact.com helps brands show up where it matters most. Today, over 5,000 global brands - including Walmart, Uber, Shopify, Lenovo, L'Oréal, and Fanatics - rely on impact.com to power more than 350,000 partnerships that deliver measurable business results.

Your Role at impact.com:

We are seeking a Sales Incentive Compensation Manager to join the Revenue Operations organization and lead the design and optimization of sales compensation programs. This role is responsible for developing compensation plans that align seller behavior with company objectives, evaluating plan effectiveness through data and analytics, and managing compensation policy interpretation and exception handling.

This is not a payroll or commission-calculation role. Instead, the position focuses on compensation strategy, performance analysis, stakeholder alignment, and adjudication of complex compensation scenarios.

The ideal candidate combines analytical rigor, business acumen, and cross-functional collaboration skills to ensure compensation programs are equitable, scalable, motivating, and aligned with revenue goals.

What You'll Do:

Compensation Plan and Quota Design

• Design and maintain sales incentive compensation plans across sales, customer success, channel, and other go-to-market functions.
• Partner with Revenue Operations, FP&A, HR, Finance Incentive Compensation and GTM Leadership to translate business priorities into effective compensation structures.
• Define measures, accelerators, thresholds, and payout mechanics aligned to company objectives.
• Document compensation plans, policies, and governance processes to ensure clarity and consistency.
• Ensure plan mechanics are supportable with available systems, data, and processes.
• Analyze and recommend quotas.
• Assign quotas to new hires while tracking total effective capacity.
• Support annual compensation planning cycles and in-year plan adjustments.

Compensation Analytics & Optimization

• Analyze plan performance and seller behavior to determine whether compensation programs are driving intended outcomes.
• Develop reporting and dashboards to measure plan effectiveness, attainment distributions, cost of sales, and incentive ROI.
• Identify compensation trends, risks, unintended consequences, and opportunities for optimization.
• Conduct modeling and scenario analysis to support compensation strategy decisions.
• Provide recommendations to leadership based on data-driven insights.
• Serve as the primary Revenue Operations point of contact in the resolution of complex compensation disputes, exceptions, and ambiguous scenarios in partnership with leadership in RevOps, Sales, CS, Finance Incentive Compensation, FP&A, and HR.

Cross-Functional Partnership

• Collaborate closely with Incentive Compensation, Sales Operations, Finance, HR, Legal, and Business Systems teams.
• Partner with RevOps, GTM functions, Finance Incentive Compensation, and Payroll teams to ensure compensation plans can be operationalized effectively.
• Support communication and enablement efforts related to compensation plans and policy changes.
• Participate in strategic initiatives involving territory design, quota planning, GTM restructuring, and organizational scaling.

What You Bring:

• 5+ years of experience in Sales Incentive Compensation
• Experience designing and administering incentive compensation plans for complex B2B SaaS organizations
• Strong analytical and modeling skills with proficiency in spreadsheets and reporting tools.
• Ability to interpret complex business scenarios and apply compensation policies consistently.
• Experience partnering cross-functionally with Sales, Finance, HR, and executive leadership.
• Strong written and verbal communication skills.
• High attention to detail and strong organizational skills.
• Experience in SaaS, technology, or high-growth environments.
• Familiarity with compensation management platforms such as Performio, Xactly, CaptivateIQ, Varicent, or similar tools.
• Experience with BI and analytics tools.
• Understanding of quota planning, territory management, and broader GTM operations processes.

Success Metrics

• Compensation plans effectively drive desired business outcomes and seller behaviors.
• Reduction in compensation disputes and exception escalations.
• Improved transparency and trust in compensation programs.
• Timely and accurate plan rollout and documentation.
• Actionable insights delivered through compensation analytics and reporting.
• Strong partnership and alignment across Revenue Operations, Finance, HR, and GTM leadership.

Salary Range: $110,000.00 - $130,000.00 per year, plus an additional 5% variable annual bonus contingent on Company performance and eligible to receive a Restricted Stock Unit (RSU) grant.

This is the pay range the Company believes is equitable for this position at the time of this posting. Consistent with applicable law, compensation will be determined based on the skills, qualifications, and experience of the applicant along with the requirements of the position, and the Company reserves the right to modify this pay range at any time.

Benefits and Perks:

• Medical, Dental, and Vision insurance
• Office-only catered lunch every Thursday, a healthy snack bar, and great coffee to keep you fueled
• Flexible spending accounts and 401(k)
• Flexible Working: Our Responsible PTO policy means you can take the time off you need to rest and recharge. We're committed to a positive work-life balance and provide a flexible environment that allows you to be happy and fulfilled in both your career and your personal life.
• Health and Wellness: Your well-being is a priority. Our mental health and wellness benefit includes up to 12 fully covered therapy/coaching sessions per year, with additional dependent coverage. We also offer a monthly gym reimbursement policy to support your physical health.
• A Stake in Our Growth: We offer Restricted Stock Units (RSUs) as part of our total compensation, giving you a stake in the company's growth with a 3-year vesting schedule, pending Board approval.
• Investing in Your Growth: We're committed to your continuous learning. Take advantage of our free Coursera subscription and our PXA courses.
• Parental Support: We offer a generous parental leave policy, 26 weeks of fully paid leave for the primary caregiver and 13 weeks fully paid leave for the secondary caregiver.
• Technology Financial Support: We provide a technology stipend to help you set up your home office and a monthly allowance to cover your internet expenses.

impact.com is proud to be an equal-opportunity workplace. All employees and applicants for employment shall be given fair treatment and equal employment opportunity regardless of their race, ethnicity or ancestry, color or caste, religion or belief, age, sex (including gender identity, gender reassignment, sexual orientation, pregnancy/maternity), national origin, weight, neurodivergence, disability, marital and civil partnership status, caregiving status, veteran status, genetic information, political affiliation, or other prohibited non-merit factors.