Sr. Incentive Compensation Manager - Remote

About Highspot Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.

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.  

Revenue Operations here at Highspot is a center of excellence and sits at the intersection of Marketing, Sales, Customer Success, Finance, Legal and Product.

We are looking for a leader; specifically, an experienced sales compensation/sales operations expert to join the team and to design, build, and implement compensation plans for all roles in, along with by-role quota, aligned with the Company’s and GTM strategies. The roles include, for example, Account Executives, Account Managers, Sales Consultants, Customer Success Managers, and Professional Services.  This person will manage compensation processes, communication, reporting, and optimization – driving change management to execute an incentive compensation strategy that drives behaviors aligned to our revenue goals.  

This role will report to an experienced Sr Director, Revenue Operations, who drives not only the company’s deal strategies but is also accountable for bookings.  The role will work very 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

• Design, develop, and implement compensation and quota strategies to support the Company’s revenue goals for all quota-carrying roles in the organization.
• Design equitable assignment of quotas, ensuring optimal allocation to all revenue accountable teams and resources.
• Conduct analysis on key go-to-market metrics (segment, industry, product, persona, etc.) to inform incentive compensation strategy and quota design.
• Proactively identify and present insights to Revenue leadership with intuitive data visualizations.
• Create and deliver incentive compensation plan enablement and communication.
• Conduct external benchmarking to optimize incentive compensation strategies.
• Consistently drive effective change management across the revenue teams.
• Monitor the accuracy and efficiently distribute Salesforce, Tableau, and Xactly compensation reporting to revenue teams.
• Monitor comings and goings of quota-carrying roles, ensuring territories and accounts are transitioned and all tools timely updated.
• Participate in selection and implementation of best-in-class tools to optimally administer comp plans.
• Coordinate planning activities with other functional teams and stakeholders at Highspot.

Your Background

• Ability to react and pivot in ambiguous and changing environments.
• Deep expertise in sales process, sales incentives, 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 and curious 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. - Remote
• Wisconsin - Remote
• #BI-Remote