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Tailscale is seeking a Revenue Operations Analyst to join its Revenue Operations team. This role sits at the intersection of Sales, Finance, People, and Revenue Operations, directly impacting how the company motivates and rewards its go-to-market organization.
You will own the end-to-end administration of Tailscale's revenue compensation programs, from monthly commission processing and audits to annual plan implementation. Key responsibilities include managing the complete commission process to ensure accurate and timely payouts across all variable compensation plans; validating commission calculations through detailed audits of Salesforce, compensation systems, and payroll data; administering CaptivateIQ including participant management, quota uploads, territories, crediting rules, and plan configuration; and maintaining comprehensive compensation documentation.
Beyond operations, you'll partner with Revenue Operations and Revenue Leadership on compensation strategy, including designing and modeling sales compensation plans, SPIFFs, accelerators, and incentive programs. You'll build financial models to evaluate plan economics, quota attainment, payout curves, and compensation costs, and conduct market benchmarking to ensure programs remain competitive.
Analytics is a core part of the role. You'll develop recurring reporting on attainment, payouts, commission spend, quota performance, and sales productivity. You'll analyze compensation data to identify trends, risks, and opportunities, and build scenario models to evaluate changes in compensation plans and organizational structure.
You'll also serve as the primary point of contact for compensation questions from sales managers and individual contributors, investigate and resolve commission disputes, and manage compensation letters, SPIFF administration, opportunity splits, territory changes, and quota assignments. Finally, you'll continuously identify opportunities to automate manual processes, improve data quality, and enhance integrations between Salesforce, commission platforms, HRIS, payroll, and ERP systems.
The ideal candidate has 3–6+ years of experience in Sales Compensation, Revenue Operations, Sales Operations, Finance, or Strategic Operations in a high-growth SaaS or technology company. You should have hands-on experience with compensation platforms such as CaptivateIQ, Xactly, Everstage, Forma.ai, or Spiff; advanced Excel and Google Sheets skills including complex financial modeling; and a strong understanding of sales compensation principles, quota methodology, and incentive design.
About Tailscale
AI / Data / Infrastructure; SaaS / Enterprise Software — secure networking platform built on WireGuard.
