Senior Manager, Sales Compensation & Incentive Strategy

Horizon3.ai
United States
Workplace: RemoteFull timeUSD 170,000 - 200,000 annuallyFunction: People, HR & TalentSkills: ["High EQ","Stakeholder management","Analytical thinking","Decision making","Builder mindset"]

Own incentive architecture for a global go-to-market organization, translating revenue plans into quota structures, commission mechanics, and governance. Lead quota methodology and analysis with Finance and Sales Operations, including proration, ramp, attainability, overlays, and internal equity. Manage short-term incentive programs (SPIFFs) end to end, establish decision rights and dispute resolution, and drive automation across the onboarding-to-payout cycle for accurate, timely comp outcomes at scale.

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FursaFursa
Horizon3.ai
Horizon3.ai
2 days ago

Senior Manager, Sales Compensation & Incentive Strategy

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Source: Company careers pageValidated by: Fursa AI
Last checked: 17 hours agoStatus: Live

Job Summary

Own incentive architecture for a global go-to-market organization, translating revenue plans into quota structures, commission mechanics, and governance. Lead quota methodology and analysis with Finance and Sales Operations, including proration, ramp, attainability, overlays, and internal equity. Manage short-term incentive programs (SPIFFs) end to end, establish decision rights and dispute resolution, and drive automation across the onboarding-to-payout cycle for accurate, timely comp outcomes at scale.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: People, HR & Talent
Seniority: Manager level

Key Responsibilities

  • •Design incentive architecture, including pay mix, rate structures, accelerators, caps/draws, and multi-period attainment mechanics across roles and channel/partner motions.
  • •Set sales compensation philosophy and define executive narratives on plan performance, cost, and risk.
  • •Own quota methodology and analysis: construct quota by role/segment/region, manage proration and ramp, and evaluate attainability and internal equity before plans reach the field.
  • •Run short-term incentive programs (SPIFFs) end to end and manage them as a portfolio within budget, pressure-testing failure modes and validating payouts.
  • •Establish governance and decision rights, codify policy and documentation, resolve disputes with consistent outcomes, and partner with Finance to automate the onboarding-to-payment operating cycle.

Pay and Benefits

Salary: USD 170,000 - 200,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionEquityPaid LeaveParental Leave

Key Requirements

  • •10+ years in sales compensation, incentive design, revenue operations, or sales finance, with deep expertise specifically in incentive plan design.
  • •Experience authoring plan structures, accelerator design, and crediting rules, and defending them to executive stakeholders.
  • •Strong quota methodology at scale, including proration, ramp design, attainability analysis, and overlay/management quota construction.
  • •Advanced financial modeling skills to stress-test incentive designs before launch and diagnose issues in active plans.
  • •Fluency with incentive compensation platforms and configuration logic, plus Salesforce knowledge as a crediting/attainment source of truth.
Experience:Revenue operationsSales finance
Skills:High EQStakeholder managementAnalytical thinkingDecision makingBuilder mindset
Tech Stack:Salesforce

Company Brief

Horizon3.ai
Builds NodeZero®, an autonomous penetration-testing platform that continuously finds, prioritizes, and verifies exploitable vulnerabilities across on-premises, cloud, and hybrid environments to help organizations reduce security risk.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series D
Headquarters: San Francisco, United States
Founded: 2019
Glassdoor
Glassdoor: 4.9
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