Sales Compensation Strategy Senior Manager

Job Category

Finance

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword — it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About the Role

The Sales Compensation Strategy Senior Manager is a strategic business partner who leads worldwide incentive compensation strategy and the compensation design-to-deployment process for a specific business unit(s). A hybrid of traditional jobs in compensation, finance, sales operations, and strategic planning, this role is critical to supporting the explosive growth of the Salesforce sales teams.

Success in this role means:

• Designing incentive compensation plans that are clear, measurable, cost-efficient, and effective
• Communicating compensation design and strategy effectively in executive level meetings and broader sales trainings - visually (in slides, email, and other material) and verbally (in live meetings)
• Enablement project management across distribution and internal teams to deliver G4G, sales survey and content on changes to the Incentive Compensation Plans

Responsibilities range from strategic (developing compensation recommendations based on business objectives, influencing and building consensus among leaders) to operational (working across teams to ensure metrics can be tracked and systems updated so employees are paid accurately and on-time).

The candidate should be familiar with how software companies go-to-market in order to align incentives with the responsibilities of different roles (e.g. sales development reps, account executives, industry specialists, product overlays, customer success, etc.).

The best Sales Compensation Strategy Senior Managers have the ability to absorb strategic vision from leadership, synthesize, and apply that vision across all the various roles at the company.

Key Responsibilities

• Establish strong relationships with sales organization leadership and support teams to fully understand their needs and perspective
• Lead and improve upon the incentive compensation design-to-deployment process for specific business groups: identify strategic business objectives, assess success of current incentives, propose new incentive designs, influence leaders to align on outcomes, and persuasively explain new incentives to leaders and employees
• Project manage deployment solutions across multiple teams. A different team will administer the plans and make updates to Salesforce's compensation systems. However, this role will develop a high level understanding of Salesforce's compensation systems so that systems capabilities are considered during the incentive design phase
• Have courageous and candid conversations with sales leaders to address their concerns and evaluate unique circumstances that fall outside current comp programs and policies (e.g., plan design exception requests)
• Design temporary incentives (e.g. "SPIFFs") to support short term strategic priorities
• Work with Finance to predict the cost of incentive compensation programs and plan overall design strategy
• Project manage large-scale global enablement projects from start to finish, ensuring key deadlines are met and stakeholders are aligned
• Dive into the data to analyze the effectiveness of compensation plans and enablement programs and recommend and implement improvements that directly impact sales performance
• Take the lead in coordinating and facilitating major events like the annual GIC Summit, a critical training and alignment session for the upcoming year
• Collaborate with a wide range of business partners and leaders, preparing clear and compelling presentations to communicate project updates and key initiatives
• Coordinate and analyze the results of global sales surveys, using the feedback to inform future compensation strategies
• Support the team with a variety of data analysis and operational tasks as needed, demonstrating versatility and problem-solving skills

Desired Skills and Experience

• 7+ years of consulting, compensation, finance, or strategy & ops experience
• Advanced knowledge of incentive plan structures (quotas, accelerators, pay mix, and on-target earnings)
• Self-starter capable of independently driving projects to completion
• Exceptional problem solving skills: demonstrated ability to structure complex problems and develop solutions
• Expert presentation skills, especially related to building compelling slide presentations and presenting decisions to executive leadership
• Project management skills and ability to partner across functional areas (e.g., Sales, Finance, Operations, and HR)

Benefits

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via the Accommodations Request Form.

Equal Opportunity Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. At Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

Note: To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.