Sales Incentive Senior Manager - GTM

Location : Remote, United States | Team: Sales Operations & Enablement

Role Type: Full-Time Employee (Individual)

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.  

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. 

We believe: Every Experience Matters. Talent is Everywhere. All Belong Here.

At Medallia, we hire the whole person.

An exciting opportunity exists within Medallia’s Sales Operations team. We are looking for a high-energy sales operations leader to design and develop a best in class sales incentive programs. This role will ensure that sales compensation programs support the company’s strategic objectives, meet legal requirements, and align with Medallia’s compensation philosophy. As a subject matter expert, this role will act as a strategic advisor, providing counsel on sales compensation programs, policies, and practices. If you enjoy the detailed and technical aspects of sales compensation analysis but also enjoy thinking outside of the box and coming up with new ideas, this is the role for you!

The ideal candidate will think strategically regarding the vision and design of variable compensation programs and be able to bring creative solutions from data and business needs. The successful candidate thrives in a fast-paced, changing, and growing environment.


  • Designing incentive compensation plans that are clear, measurable, cost-effective, and drive desired results for revenue goals.  
  • Responsible for developing and administering a best-in-class sales incentive compensation program that creates a competitive advantage to attract and retain talent.  
  • Communicate incentive plan design and strategy to executives and members of the sales organization.  
  • Compensation plans: Analyze commission plan improvements. Test plan changes before implementation. Communicate plan details to the sales organization.
  • Commission payments: Aggregate employee, quota, and actual data. Run commission calculations through SPIFF. Resolve calculation and/or data errors. Issue payment instructions to Payroll and accrual report to Accounting.
  • Seller support: Field inquiries from sales representatives. Respond to requests for information. Resolve issues such as exceptions to plan.
  • SPIFF system: Configure the system to compensation plan structure. Work with consultants to adapt the tool to new requirements.
  • Design temporary incentives (SPIFF’s) to support short-term strategic sales priorities.  
  • Business partnership: Collaborate with Sales and Customer Success Operations, Accounting, Payroll, and HR to ensure a seamless cross-functional interlock.
  • Work with Finance to predict the cost of incentive compensation programs and plan overall design.
  • Manage a small team of commissions analysts, with the primary focus of executing the commission's plans with quality and compliance

Minimum Qualifications:

  • Bachelor's degree in finance, accounting, economics, business, or a quantitative discipline
  • 8+ years professional experience in a sales compensation, sales operations, or finance
  • Project management skills and ability to partner across functional teams. (Sales, Finance, Operations and HR)
  • Fluency in Excel required experience with SPIFF preferred.
  • The ability to deliver high-quality work products that are accurate, timely, and insightful
  • A record of building relationships with Sales, Finance, and HR

Preferred Qualifications:

  • A hybrid of traditional jobs in compensation, finance, sales operations, and revenue planning.  
  • Knowledge of Salesforce a plus.
  • Experience with SQL
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity is afforded to all qualified applicants and employees. We do not discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other protected category. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements. 

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws. 

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