Key Responsibilities
Lead the design, administration, and continuous improvement of incentive compensation programs across domestic and international sales organizations, ensuring plans align with business objectives, growth strategies, and desired seller behaviors.
Develop and recommend compensation structures across multiple sales motions, including new business, renewals, retention, specialist roles, accelerators, and strategic initiatives, while evaluating plan effectiveness and recommending enhancements based on performance trends and business priorities
Own end-to-end commission operations, including calculations, payouts, adjustments, disputes, exceptions, holdbacks, clawbacks, and governance.
Establish scalable processes, controls, documentation standards, and audit practices that ensure compensation programs are accurate, compliant, transparent, and operationally efficient.
Partner with Finance, HR, Payroll, Legal, Revenue Operations, and Sales Operations to support compensation planning, compliance requirements, audits, and issue resolution
Develop executive-level reporting and dashboards to analyze compensation performance, plan effectiveness, seller outcomes / attainment, trends, risks, and opportunities.
Develop financial models, forecasts, accrual analyses, executive reporting, and performance dashboards that provide insights into compensation effectiveness, seller attainment, compensation expense, risks, and business trends.
Serve as business owner for the Incentive Compensation Management platform, driving implementation, administration, optimization, automation, and alignment with evolving business requirements.
Act as the primary compensation advisor to business and sales leadership, providing strategic guidance, resolving complex escalations, and supporting executive decision-making across multiple business units
Required Qualifications
Bachelor's degree in Finance, Accounting, Business, Economics, Analytics, or a related field.
8+ years of experience in Incentive Compensation, Sales Compensation, Revenue Operations, Sales Operations, Financial Planning & Analysis, or related disciplines.
Experience designing, administering, and governing complex incentive compensation programs across multiple business units, sales organizations, and geographic regions.
Expert Excel skills, including advanced financial modeling, commission calculations, large-scale spreadsheet management, and analysis of complex compensation scenarios.
Experience managing compensation programs in spreadsheet-based environments and leading the transition to automated commission management platforms.
Experience with Salesforce and incentive compensation platforms such as CaptivateIQ, Xactly, Varicent, Spiff, or similar solutions.
Strong analytical, communication, stakeholder management, and business partnership skills, with the ability to balance strategic planning and operational execution.
Preferred Qualifications
Experience supporting M&A integrations and compensation harmonization efforts.
Strong understanding of SaaS, healthcare technology, or enterprise software sales organizations.
Working Environment
U.S.-based role operating in a fast-paced environment requiring both strategic thinking and operational execution, with significant cross-functional coordination across Finance, Revenue Operations, Sales Operations, HR, Payroll, Business Unit Leadership, and India-based compensation resources.
Compensation
The salary range provided in this job posting is intended to reflect the general market value for the position. The actual salary offered may vary based on factors such as the candidate’s experience, qualifications, skills, and the specific requirements of the role. This range may also be subject to change as market conditions evolve. We encourage open communication throughout the interview process to discuss compensation expectations. For base-salary + commission sales roles, the range represents On-Target Earnings.
Min – Max :
$123,600.00 - $185,400.00 (USD)Benefits
The benefits described represent the current offerings at our organization, however, benefits are subject to change and may vary by location and employment status. We strive to provide a comprehensive benefits package that supports our employees’ health, wellness, and financial goals. Please note that benefits may be discussed in more detail during the hiring process.
Remote first / work from home culture
Flexible vacation to help you rest, recharge, and connect with loved ones
Paid leave benefits
Health, dental, and vision insurance
401k retirement savings plan
Infertility benefits
Tuition reimbursement, life insurance, EAP – and more!
It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.
Merative participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees
Skills Required
- Bachelor's degree in Finance, Accounting, Business, Economics, Analytics, or related field.
- 8+ years of experience in Incentive Compensation, Sales Compensation, Revenue Operations, Sales Operations, FP&A, or related disciplines.
- Experience designing, administering, and governing complex incentive compensation programs across multiple business units and geographic regions.
- Expert Excel skills including advanced financial modeling, commission calculations, large-scale spreadsheet management, and complex scenario analysis.
- Experience managing compensation programs in spreadsheet-based environments and leading transitions to automated commission management platforms.
- Experience with Salesforce and incentive compensation platforms such as CaptivateIQ, Xactly, Varicent, Spiff, or similar.
- Strong analytical, communication, stakeholder management, and business partnership skills.
- Experience supporting M&A integrations and compensation harmonization efforts.
- Strong understanding of SaaS, healthcare technology, or enterprise software sales organizations.
Merative Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Merative and has not been reviewed or approved by Merative.
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Wellbeing & Lifestyle Benefits — Remote and hybrid flexibility supports work–life balance. Flexible schedules and remote-first norms are positioned as a relative bright spot across many roles.
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Leave & Time Off Breadth — Flexible or unlimited PTO policies are available in many roles alongside paid sick time. Parental leave adds further breadth to time-off options.
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Fair & Transparent Compensation — Base pay is considered fair to good in select roles, with some positions characterized as having solid compensation. Competitive ranges are evident for certain senior product and architecture roles.
Merative Insights
What We Do
Merative is a data, software and technology partner for the health and government social services industries, working with providers, health plans, employers, life sciences companies and governments. With trusted technology and human expertise, the company works with clients to drive real progress. Merative helps clients orient information and insights around the people they serve to improve decision-making and performance. Merative, formerly IBM Watson Health, became a new standalone company as part of Francisco Partners in 2022. Learn more at merative.com
