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Tines is a workflow automation platform founded in 2018 with co-headquarters in Dublin and Boston. The company serves customers ranging from startups to public companies (Canva, Databricks, Elastic, Kayak, Intercom, McKesson) by providing an intelligent workflow platform that combines AI, automation, and integration capabilities.
You will lead the sales compensation function for approximately 350 go-to-market employees. This is a hands-on leadership role managing a small team of compensation analysts while remaining deeply involved in the day-to-day execution and strategic design of compensation programs.
Key responsibilities include:
**Run the compensation engine:** Own the monthly and quarterly compensation cycle end-to-end, including crediting, calculation, review, approval, and payout. Manage CaptivateIQ as the system of record for incentive compensation, including plan build, rule logic, testing, and release. Ensure crediting and compensation data integrity across Salesforce and downstream systems. Oversee inquiry management with clear SLAs and report on process improvement trends. Maintain documentation and policies for stakeholders and your team.
**Design plans, quotas, and incentives:** Own annual plan design in partnership with your senior compensation analyst, GTM leadership, FP&A, and People teams for all commissioned roles. Collaborate with RevOps on quota setting aligned with compensation strategy and benchmarks. Model attainment distribution and support finance in ad-hoc cost reporting. Build SPIFFs and non-cash incentive programs. Own plan communication and enablement so reps and managers understand compensation and can self-serve.
**Evolve compensation strategy:** Build the compensation approach for an evolving pricing model and multi-product business in partnership with the Head of Revenue Operations and VP of Finance. Represent compensation requirements during CPQ and CRM enhancements. Enhance reporting on attainment by role and segment, payout curves, quota coverage, and program effectiveness.
**Lead and grow the team:** Manage, coach, and develop a small team of compensation analysts. Prioritize work, capacity, and quarterly OKRs balancing reactiveness with impactful projects. Stay hands-on in modeling, CaptivateIQ, and plan documents.
The timing is particularly interesting: Tines is transitioning from subscription/seat-based pricing to a consumption model, requiring you to design and run two compensation worlds in parallel. Simultaneously, the company is rebuilding the quote-to-cash stack on Salesforce Revenue Cloud Advanced, which resets crediting and underlying data.
**Requirements:**
- 6+ years in sales compensation, revenue operations, sales finance, or closely related field, with experience managing or formally mentoring analysts
- 2-3 years direct management experience
- Proven ownership of a full incentive compensation cycle for a distributed GTM team, including crediting, calculation, payout, and dispute resolution
- Hands-on administration of an ICM platform, ideally CaptivateIQ, including building and testing plan logic
- Demonstrated plan design experience: pay mix, leverage, accelerators, and quota setting with supporting modeling
- Strong Salesforce data fluency and ability to translate commercial requirements into system and crediting logic
- Advanced Excel or Google Sheets modeling, including capacity, attainment, and cost of sale models
- Excellent stakeholder management with credibility to hold position with Sales leaders
- Clear, direct communication skills, especially with senior leaders; polished written work suitable for executive audiences
**Bonus experience:**
- Consumption, usage-based, or hybrid pricing models and their compensation implications
- CPQ or quote-to-cash migration experience, ideally Salesforce CPQ or Dealhub
- Cybersecurity, IT, or AI market experience
- ASC 606 commission capitalization and audit requirements
- Compensating post-sales and partner roles beyond AEs
