The Lead, Sales Compensation is responsible for owning and scaling core sales compensation operations while beginning to influence plan design, governance, and process improvements. This role serves as the bridge between execution and strategy, translating business needs into durable compensation processes and ensuring accuracy, compliance, and operational excellence.
The role operates with end‑to‑end ownership of defined compensation programs, partners closely with Sales, Sales Operations, Finance, HR, and Legal, and acts as a day‑to‑day advisor to sales leadership. This role is accountable for outcomes—not just delivery and focuses on operational leadership.
Key Responsibilities:
Sales Compensation OperationsOwn end‑to‑end execution of assigned sales compensation programs, including:
Plan documentation
Monthly/quarterly accruals
Commission calculations
Payout validation and audits
Ensure timely, accurate, and compliant incentive payments across supported sales segments
Act as the primary escalation point for complex compensation issues, disputes, and exceptions
Partner with senior leaders and Sales Ops to support plan design and modifications
Translate high‑level plan concepts into executable rules, logic, and system configurations
Analyze compensation outcomes and sales performance data to:
Identify risks, anomalies, and unintended incentives
Recommend targeted improvements (but not full enterprise redesigns)
Own day‑to‑day performance of sales compensation systems and tools (e.g., Xactly, Salesforce inputs)
Lead testing, validation, and deployment of plan changes and system enhancements
Identify process gaps and drive continuous improvement initiatives to increase scalability and reduce errors
Serve as a trusted operational partner to:
Sales leadership
Sales Operations
Finance (accruals, controls, reporting)
HR and Legal (policy and compliance alignment)
Support annual planning cycles, sales kickoff preparation, and in‑year plan adjustments
Provide functional guidance and mentoring to P5 Leads and analysts
Lead projects or workstreams without formal people management responsibility
May manage 1–2 individual contributors depending on scope and geography (optional, not required)
Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
Skills Required
- Experience in sales compensation management
- Proficiency with compensation tools like Xactly and Salesforce
- Strong analytical skills and experience with data analysis
- Ability to provide guidance and mentoring to team members
Blue Yonder Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Blue Yonder and has not been reviewed or approved by Blue Yonder.
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Leave & Time Off Breadth — PTO is described as generous or “unlimited” in the U.S., alongside paid holidays, sick time, and two paid volunteer days. These policies are often highlighted as strengths that support work–life balance.
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Flexible Benefits — Remote-work options and flexible arrangements are emphasized as part of the package. This flexibility is valued alongside compensation and can help offset middling pay for some roles.
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Healthcare Strength — Medical, dental, and vision coverage are provided, with mental health/EAP support and HSA/FSA options referenced. These core coverages are portrayed as solid and comprehensive.
Blue Yonder Insights
What We Do
Blue Yonder is the world leader in digital supply chain and omni-channel commerce fulfillment. Our intelligent, end-to-end platform enables retailers, manufacturers and logistics providers to seamlessly predict, pivot and fulfill customer demand. With Blue Yonder, you can make more automated, profitable business decisions that deliver greater growth and re-imagined customer experiences. Blue Yonder - Fulfill your Potential Blue Yonder’s tagline “Fulfill Your Potential” reflects the company’s mission to empower every organization and person on the planet to fulfill their potential. Each day, our global teams of associates and business partners work together to accelerate global economic growth, increase sustainability and prosperity with a Sonoran Spirit.
