Role overview

ThoughtExchange is seeking a Senior Manager of Revenue Operations and Compensation to lead revenue operations strategy while designing and managing variable compensation programs. Reporting to the VP of Strategy & Operations, you’ll be a key operational leader who bridges revenue strategy with execution, working across Sales, Customer Success, Marketing, and Finance to drive organizational performance.

Key responsibilities

Partner with revenue leaders on strategic and operational initiatives that enhance productivity, maintain team alignment, and measure the impact of new programs.
Support the revenue operating rhythm through bi-weekly forecasts, monthly performance reviews, quarterly business reviews, and ongoing KPI tracking.
Design and implement annual and in-year incentive compensation plans for all incentive-eligible roles, incorporating business priorities such as customer retention, multi-year renewals, and new business acquisition.
Model compensation plan economics including cost of sales, pay mix relative to on-target earnings, and payout curves across different performance levels to ensure affordability and scalability.
Execute the monthly commissions close in CaptivateIQ, encompassing data validation, plan processing, accrual reconciliation, rep statement generation, and payroll coordination.
Maintain plan accuracy and auditability in CaptivateIQ while continuously expanding process automation in the monthly close.
Govern commission rules, handle rep inquiries and disputes, manage exceptions and clawbacks, and own commission letters and plan rollouts from initial rates through stakeholder sign-off and team communication.
Track plan performance metrics such as attainment distribution, payout versus performance alignment, and actual cost against forecast, recommending adjustments based on findings.
Collaborate with operations and data teams to build systems and processes that simplify workflows, reduce errors, and increase adoption across the revenue organization.
Partner with data and analytics teams to provide revenue leaders with actionable insights on rep performance and strategic initiatives.
Contribute to annual planning activities including territory design and quota setting, ensuring alignment with compensation plan mechanics.

Requirements

Minimum six years of experience in sales compensation and revenue operations within B2B SaaS environments, with demonstrated expertise in both broader revenue operations and incentive compensation design.
Proven experience supporting forecasting, planning, and revenue operations functions across Sales, Customer Success, and Finance teams.
Hands-on experience administering commissions in CaptivateIQ or comparable incentive compensation management platforms such as Spiff, Xactly, or QuotaPath, including building plans within the system.
Track record of designing and implementing incentive plans across new business, renewal and retention, and expansion sales roles with demonstrated ability to measure plan effectiveness.
Strong financial modelling capabilities including plan cost analysis, payout scenario modelling, on-target earnings structure, and pay mix calculations.
Solid understanding of SaaS revenue metrics including ARR, ACV, TCV, NRR, and GRR, and how compensation and process design influence these metrics.
Strong Salesforce proficiency covering opportunity, renewal, and invoice data management with reporting capability; SQL, SOQL, or business intelligence tool experience is advantageous.
Advanced skills in Excel and Google Sheets; experience with scripting or AI-assisted automation tools such as Python is beneficial.
Experience successfully leading cross-functional process improvements from problem diagnosis through adoption across teams.
Ability to maintain plan integrity and cost discipline while building and sustaining strong relationships with revenue leadership.
Strong communication skills with the ability to explain complex compensation mechanics to diverse stakeholders.

What makes this role worth considering

You’ll work with a collaborative team including cross-functional operations specialists, a data scientist, and revenue leaders across the organization. This role offers the opportunity to shape how compensation drives business outcomes while building scalable systems and processes that make a tangible difference in organizational performance.