JOB DUTIES:
Quota Execution & SIP Operations, you will lead the core operational engine of commercial execution, serving as the people leader over the Operations Arm under the Senior Director. Your mission spans two foundational operational pillars: (1) leading the end-to-end execution of account-level planning and quarterly quota setting—including statistical outlier analysis, sales leadership reviews, checks and balances, and quota automation tools, and (2) directing the flawless operational execution of the quarterly Sales Incentive Plan (SIP) payout lifecycle—including revenue data ingestion, associate attainment scorecards, mid-quarter book-of-business adjustments, payroll submission, and SPIFF administration. You will manage a dedicated team of three managers spanning SIP Payouts, Quota & Book-of-Business Operations, and SPIFFs/Enablement. This is a mission-critical role for an operationally rigorous leader who thrives on zero-defect execution, cross-functional collaboration, and building scalable commercial processes
Policy, Governance & BAT Operations, you will serve as the principal individual contributor (IC) and chief governance officer within US commercial operations, reporting directly to the Senior Director. In this vital role, you sit at the strategic intersection of the business—serving as the objective checks-and-balances referee between our Commercial Strategy arm (plan design) and our Operations arm (calculation & execution). Your remit spans two critical leadership pillars: (1) authoring and maintaining all official Sales Incentive Plan (SIP) policies, governance charters, and compliance standards in partnership with Total Rewards (TR), HR, Legal, and Finance, while conducting rigorous pre- and post-payout audits, and (2) directing the comprehensive Business Alignment & Territory (BAT) operational rhythm—including headcount tracking pacing against the Annual Operating Plan (AOP), team annual goal setting and tracking, and orchestrating recurring BAT operational forums, offsites, and sales enablement trainings. This is a high-impact role for a mature, highly diplomatic, and meticulous commercial operator who commands executive presence and champions organizational health and audit integrity.
What skills and/or experience would distinguish a top candidate?
• Experience designing or operationalizing sales compensation plans outside the US (specifically navigating international employment nuances, FX/currency conversion rules, and regional market maturity differences in markets like India, Europe/UK, or China).
• Prior background inside a retail media network (RMN), ad-tech platform, or digital publisher where comp models balance high-velocity marketplace sellers with consultative agency/supplier motions.
• Proven track record of not just creating theoretical compensation slides, but building the underlying operational workflows, payout timelines, and validation models that payroll and finance can execute seamlessly.
• Experience partnering directly with Total Rewards, HR People partners, and Legal to draft binding terms and conditions and establish exceptions governance.
What characteristics make a candidate profile stand out?
• High Tolerance for Ambiguity & Self-Starter Drive: Thrives in an incubation/build environment where standard operating procedures don't exist yet; proactively builds frameworks rather than waiting for instructions.
• "Air Traffic Controller" Precision & Extreme Organization: Meticulous attention to detail regarding dates, dependencies, policy language, and numbers, ensuring zero dropped balls across disparate international tracks.
• Diplomatic Tenacity & Cross-Functional Influence: Executive presence and emotional intelligence to navigate competing priorities between US Connect leadership, local international marketplace teams, Finance, and Total Rewards.
• Analytical Grounding: Comfortable navigating financial models, quotas, and baseline revenue numbers in Excel/Google Sheets to validate that policy language matches quantitative reality.
Thank you.
