Senior Sales Operations Compensation Analyst

Responsible for sales compensation administration, governance, audit strategy, bonus administration, contract consultation, and compensation-related process improvement across the Sales and Service organization. Serves as a subject matter expert for commission schedules, residuals, overrides, guarantees, reassignments, sales/service splits, specialist compensation arrangements, bonuses, and non-standard contractual scenarios.

Responsibilities

• Sales Compensation Program Governance & Administration – 35%
  • Own complex sales compensation administration and governance for commissions, residuals, overrides, guarantees, reassignments, sales/service splits, specialist and broker compensation schedules, exception requests, retroactive corrections, and contractual commission commitments.
  • Serve as the escalation point for complex or non-standard commission scenarios, inquiries, disputes, exceptions, and historical setup issues.
  • Monitor and support day-to-day commission inbox activity, rep questions, and issue resolution to elevate recurring themes, process gaps, relationship needs, and opportunities for improvement.
  • Interpret and administer commission schedules, residual rules, reassignment treatment, service overrides, sales splits, guarantees, advances, along with specialist and broker compensation arrangements.
  • Research, resolve, and document complex commission issues, including overpayments, underpayments, claw-back considerations, and corrective payment recommendations.
  • Ensure commission payments are accurate, supportable, consistently applied, and aligned with approved policies, schedules, and contract terms.
  • Partner with the Sales Operations Specialist to balance routine intake, tracking, documentation, and simpler inquiries while remaining actively engaged in field-facing support and issue trends.
• Compensation Strategy – 25%
  • Create and present recommendations to leadership regarding sales & service compensation, incentives, bonus structures, contract language, program consistency, cost controls, and administrability.
  • Develop leadership recommendations for complex compensation scenarios, plan design questions, audit findings, cost-saving opportunities, and payment alignment.
  • Support the development, revision, and administration of bonus plans for sales representatives, service representatives, and leadership as roles and priorities change.
  • Evaluate whether incentive payments align with revenue growth, desired sales/service behavior, provider arrangements, and business strategy.
  • Provide compensation subject matter expertise for new products, pricing implications, and unique commission scenarios.
  • Own and maintain sales compensation plan documentation, business rules, approval records, exception logs, process controls, and historical decision rationale to support consistent interpretation and continuity.
• Risk Management – 15%
  • Develop and execute audit, control, and risk management practices that improve payment accuracy, reduce financial exposure, and strengthen compensation governance.
  • Build and maintain a risk-based audit plan designed to improve audit coverage, prioritize high-risk areas, and move toward full rep and broker audits on regular cycles.
  • Conduct complex account, representative, broker, product, residual, reassignment, override, and exception audits, including review of downstream payment impact and consistency of application.
  • Use trends from commission inquiries, field questions, adjustments, disputes, recurring manual corrections, and exception requests to identify risk areas, recurring error patterns, and process improvement opportunities.
  • Quantify overpayments, underpayments, financial exposure, root causes, and recommended remediation related to manual processes, system limitations, unclear contract language, inconsistent rule application, or insufficient documentation.
  • Establish governance for compensation exceptions and present audit findings, risk themes, exception trends, and recommended corrective actions to leadership.
• System Modernization & Administration – 15%
  • Serve as the Sales Operations compensation subject matter expert for commission systems and modernization projects while continuing to support administration and improvement of current-state tools and processes.
  • Translate complex commission rules, residual schedules, service overrides, sales splits, guarantees, exceptions, and bonus structures into business requirements.
  • Provide business input for system configuration, workflow design, reporting needs, controls, documentation, and process standardization.
  • Lead compensation-related communication, training, and change readiness efforts for plan updates, system changes, process improvements, audit findings, and recurring field themes.
  • Support system testing by helping define real-life scenarios, checking results for accuracy, identifying issues, confirming fixes, and helping stabilize the process after implementation and enhancements.
  • Identify risks where manual processes, historical workarounds, inconsistent rules, or unclear ownership should not be carried into the new system.
  • Partner with Technology, Accounting, Finance, Sales Operations, Sales, Service, Legal, HR, vendors, and leadership to ensure the system supports accurate and scalable administration.
• Sales Operations Support – 10%
  • Provide support for broader Sales Operations activities where directly connected to compensation governance, incentive administration, system modernization, or leadership priorities.
  • Support sales & service compensation-related documentation, process updates, training materials, and stakeholder communications.
  • Maintain active working relationships with field representatives, sales and service leaders, and internal partners to support trust, timely issue resolution, and practical understanding of day-to-day compensation impacts.
  • Provide subject matter support for case-specific or situation-specific Sales Operations needs tied to compensation, incentives, audits, or system administration.
  • Maintain documentation that supports knowledge continuity, consistent interpretation, and reduced reliance on informal historical relationships.
  • Collaborate with team members and internal partners to support process clarity, consistent service, and continuous improvement.
  • Assist with other Sales Operations priorities as capacity allows and business needs require.

Requirements

• Bachelor’s degree or equivalent combination of education and experience.
• 5–7 years of experience in sales compensation, commission administration, incentive compensation, sales operations, revenue operations, finance operations, accounting support, or a related analytical/business operations role.
• Experience administering or analyzing complex commission plans, residual schedules, overrides, guarantees, split crediting, reassignments, bonuses, or non-standard compensation arrangements.
• Experience creating recommendations, summaries, business cases, or executive-ready materials for leadership review.
• Experience identifying process gaps, control risks, payment errors, root causes, and cost-saving or cleanup opportunities.
• Experience supporting system implementations, UAT, requirements gathering, data validation, process redesign, or technology modernization preferred.
• Advanced Excel and strong analytical skills required; experience with Power BI, CRM systems, commission systems, SQL databases, or reporting tools preferred.
• Ability to interpret contract language, compensation schedules, policies, historical arrangements, and business rules to recommend consistent and administrable outcomes.
• Strong relationship-building and consultation skills, including the ability to quickly establish credibility with new stakeholders.

Pay

The projected base salary range for this position is $88,100 to $127,710 (annualized USD). This position is also eligible for an annual bonus based on company performance results.

Benefits

• Medical, dental, and vision insurance coverage.
• 100% company-paid life and disability coverage.
• 401k options with company match.
• Three weeks PTO by the end of the first year.