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Salary: USD 153,000 - 183,000 / annual
Tines is seeking a Manager of Sales Compensation to lead the design and execution of incentive compensation for approximately 350 go-to-market employees. This is a hands-on leadership role combining strategic plan design with operational execution.
You will own the end-to-end monthly and quarterly compensation cycle, ensuring accurate and timely crediting, calculation, review, approval, and payout. You will manage CaptivateIQ as the system of record for incentive compensation, including plan build, rule logic, testing, and release. You will also own data integrity across Salesforce and downstream systems, working with Systems and Deal Desk teams to fix problems at source rather than relying on spreadsheets.
On the design side, you will partner with GTM leadership, FP&A, and People to own annual plan design for all commissioned roles, including pay mix, leverage, accelerators, and quota setting. You will collaborate with RevOps on quota-setting processes and model attainment distribution and benchmarks. You will build SPIFFs and non-cash incentive programs, and own plan communication and enablement so reps understand what they are paid for.
As the business evolves, you will build compensation approaches for evolving pricing models and multi-product offerings in partnership with the Head of Revenue Operations and VP of Finance. You will represent compensation requirements during CPQ and CRM enhancements and enhance reporting on attainment by role and segment, payout curves, quota coverage, and program effectiveness.
You will manage and coach a small team of compensation analysts, setting standards for quality and impact. This is explicitly a doing-and-leading role—you will remain hands-on in models, CaptivateIQ, and plan documents while also managing your team.
Tines is a Dublin and Boston-headquartered intelligent workflow platform founded in 2018. The company serves customers including Canva, Databricks, Elastic, Kayak, Intercom, and McKesson, applying AI, automation, and integration to drive business results. The platform is vendor-agnostic and popular with security, IT, engineering, finance, and other security-focused teams.
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 yourself
- Demonstrated plan design experience: pay mix, leverage, accelerators, and quota setting, with modeling to back recommendations
- 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 and judgment to know when to flex
- 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
- Compensation of post-sales and partner roles, not just AEs
