Senior Manager, Sales Finance

About This Role

Sales compensation, sales capacity, and commission expense for the global sales force are the focus of this senior individual contributor role on the GTM Finance team. You will own the financial models that underpin these areas, building the modeling for comp-design decisions, owning the Rep Ramped Equivalent (RRE) capacity methodology, and forecasting commission expense with high precision. This is a quantitative, build-heavy role that converts ambiguous GTM questions into defensible models and clear stories for executive decision-makers.

Responsibilities

• Own the financial modeling behind compensation plan design: quantify cost of sales, payout curves, and margin impact across every seller role, plan, and segment
• Model accelerator and multiplier structures and quantify their cost; show how attainment-band multipliers move the effective commission rate before a plan is approved
• Quantify the economics of specialized incentive structures, including consumption / PPU treatment and migration incentives, and surface the dollar impact of classification choices
• Run scenario and sensitivity analysis on proposed plan changes, translating design options into cost vs coverage tradeoffs for Finance leadership sign-off
• Own the financial modeling, costing, and pressure testing that design decisions are made against
• Own the RRE (Rep Ramped Equivalent) per head methodology: the productivity-weighted capacity model that bridges corporate targets to quota and hiring
• Maintain segment-specific ramp curves (e.g., longer Enterprise ramp vs. faster Commercial ramp) and the tenure-bucket logic that drives weighted capacity
• Build the forward capacity view across TTM productivity, seasonality phasing, and attrition (planned terminations, modeled attrition, and backfill ramp restart)
• Produce the Gap to Plan output that is surfaced to the CRO and Board across plan, modeled, and risk-adjusted lenses
• Run the quota and capacity reviews (AE / SE quota, segment coverage), stress-testing attainability and the cost of closing coverage gaps
• Own the commission expense model: forecast commission cost against pipeline, attainment, and bookings mix at split level
• Track the loaded comp ratio (commission as a percent of Sales and Renewal ACV) and benchmark it against industry and prior periods
• Build early-warning signals where commission expense is tracking ahead of plan or attainment, and quantify the exposure in dollars
• Reconcile modeled commission to actuals and partner with Accounting on accrual and the ASC 340-40 capitalized-commission view
• Build the bridges, decks, and analytical narratives on comp, capacity, and commission for CRO, CFO, and Board consumption
• Distill complex modeling into a clear, defensible story; lead with the decision, not the spreadsheet, and pre-empt the obvious second question