Manager, Sales Compensation (Remote)

📋 Description

• • As the Manager, Sales Compensation at Availity, you will be a pivotal strategic partner, directly influencing the revenue-generating engine of our organization. This role is designed for an individual passionate about crafting and optimizing innovative sales incentive programs that not only motivate peak performance but also strategically align with Availity's overarching business objectives. You will be instrumental in ensuring these programs are fair, financially sound, and fully compliant with all relevant regulations.
• • Your responsibilities will span the entire lifecycle of sales compensation plans, from initial design and implementation to ongoing administration and continuous optimization. This includes developing scalable compensation structures that support our growth trajectory, providing critical support during annual and ongoing planning cycles, and meticulously analyzing performance trends to ensure our incentive strategies remain effective and impactful.
• • A core aspect of this role involves collaborating closely with a diverse range of stakeholders, including Sales leadership, Finance, Operations, HR, and Executive Leadership. This cross-functional partnership is essential for building cohesive compensation strategies, ensuring accurate and timely payouts, and fostering a shared understanding of how compensation drives business outcomes.
• • You will serve as a trusted advisor, offering expert guidance on compensation best practices and their application within our unique healthcare technology environment. Your insights will be crucial in shaping programs that inspire desired behaviors, are communicated with clarity and transparency, and directly contribute to achieving our ambitious growth targets.
• • The role demands a deep understanding of quota-based sales incentive plans, particularly within the tech/SaaS sector. You will be responsible for designing plans that incorporate various elements such as On-Target Earnings (OTE) mix, performance measures, accelerators and decelerators, thresholds, caps, draws, SPIFFs, and crediting rules. A strong grasp of SaaS revenue constructs, including Annual Recurring Revenue (ARR), Annual Contract Value (ACV), renewals, expansions, churn, and Net Revenue Retention (NRR), and their impact on payout logic, is essential.
• • You will be tasked with ensuring the integrity and accuracy of incentive payouts, maintaining auditable plan rules, terms and conditions, and approval workflows under robust governance. This includes troubleshooting payout discrepancies, managing escalations, and maintaining comprehensive documentation.
• • A significant part of your contribution will involve analytical work. You will model various scenarios, assess costs and risks associated with different plan designs, and evaluate the overall effectiveness of existing plans, recommending data-driven improvements. Building dashboards to enhance transparency and facilitate data-driven decision-making will also be a key deliverable.
• • You will play a crucial role in aligning compensation strategies with the Sales leadership's priorities and the overall Go-To-Market (GTM) strategy, ensuring that incentives are a powerful lever for achieving sales targets and market penetration.
• • Partnering with Sales Operations is vital to ensure data integrity and alignment across systems. You will also conduct audits for crediting, deal assignment, and compliance to maintain the accuracy and fairness of the compensation system.
• • Furthermore, you will collaborate with Finance on budgeting, forecasting, and accruals, and with HR on job architecture and market benchmarking to ensure our compensation practices are competitive and equitable.
• • Driving automation and process improvements across compensation tools and workflows will be a continuous effort, aiming to enhance efficiency and accuracy. This includes leading the configuration, testing, and upgrades for compensation systems.
• • You will be responsible for developing and delivering clear plan documentation, comprehensive training, and effective enablement materials to ensure widespread understanding and adoption of compensation programs across the sales organization and leadership.
• • Facilitating plan rollout sessions and maintaining ongoing communication channels will be key to ensuring smooth implementation and addressing any queries or concerns from stakeholders.
• • Ultimately, this role is about empowering our sales team through well-designed, effectively managed, and strategically aligned compensation programs that drive exceptional results for Availity and contribute to our mission of transforming healthcare.