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Salary: USD 192,300 - 310,100 / annual
Camunda is seeking a Senior Manager, Revenue Operations to own the design, implementation, and governance of the enterprise sales compensation program. This role reports to the VP of Revenue Operations and serves as the architect and steward of compensation strategy across the go-to-market organization.
You will partner with GTM Leadership, Finance, and People Operations to build world-class compensation programs that attract talent, drive desired behaviors, and align with business objectives. You will manage the full lifecycle of compensation—from design through implementation, compliance, analytics, and continuous improvement—across Account Executives, Sales Engineers, Sales Leaders, Partner Managers, Customer Success Managers, Technical Account Managers, and other functions on variable compensation plans.
Key responsibilities include:
**Compensation Strategy & Design:** Own the strategic design of annual sales compensation programs for all eligible roles; benchmark compensation against market data and peer software companies; conduct pay equity analysis; design commission structures, accelerators, quotas, and incentive mechanics; design and own SPIFF and other incentive programs; lead cross-functional design reviews with Sales, Finance, and executive leadership.
**Program Implementation & Operations:** Manage the end-to-end program launch calendar; build and maintain the primary source of truth for all compensation program documentation; configure compensation programs in Xactly and Salesforce; validate data integrity and test calculations; develop training materials and lead training sessions for sales teams.
**Governance & Compliance:** Ensure compensation programs comply with applicable laws, regulations, and company policies across all geographies; manage exceptions, disputes, and appeals related to commissions, quotas, and incentive payouts; maintain audit trails and documentation for all material compensation decisions.
**Analytics & Reporting:** Build dashboards and reports to monitor role-based performance metrics, compensation spend, payout distributions, plan attainment, and ROI on incentive investments; conduct post-program analysis and deliver insights to leadership on plan effectiveness; recommend program adjustments based on market shifts and business performance.
**Cross-Functional Collaboration:** Partner with VP of RevOps to align compensation with business strategy; work directly with Commission Accounting on attainment data and discrepancies; collaborate with Finance on budgeting and forecasting; work with People Operations on equity and total rewards strategy; communicate compensation strategy and changes to the broader organization.
About Camunda: An enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. Trusted by over 700 organizations worldwide, including 9 of the top 10 US banks. Named GP Bullhound's Top 100 Next Unicorn, 2025 Great Place to Work certified, and a Visionary in the 2025 Gartner Magic Quadrant for Business Orchestration and Automation Technologies.
**REQUIREMENTS**
Required Qualifications:
- 8+ years of progressive experience in sales compensation, incentive design, or related revenue operations roles (within software, SaaS, or enterprise sales environments preferred)
- Demonstrated expertise in designing and managing compensation programs for multiple sales roles and structures
- Advanced proficiency with sales compensation platforms (Xactly, Anaplan, SAP SuccessFactors, or equivalent); strong data analysis and Excel skills
- Deep understanding of CRM systems (Salesforce preferred) and comfort configuring objects, fields, and reporting for incentive programs
- Strong project management and cross-functional collaboration skills; ability to influence without authority and manage competing priorities
- Excellent communication and presentation skills; comfort translating complex compensation concepts for diverse audiences (sales teams, executives, finance, HR)
- Meticulous attention to detail; strong analytical and problem-solving abilities
- Familiarity with GDPR, CCPA, and other employment law considerations affecting compensation (particularly for global organizations)
Preferred Qualifications:
- Experience managing compensation programs across multiple geographic regions with different regulatory requirements
- Background in financial analysis, FP&A, or accounting; understanding of revenue recognition impacts on compensation timing
- Exposure to Customer Success, Services, or other non-traditional sales comp models
- Certification in compensation (e.g., WorldatWork CECP, GRP) or related HR disciplines
- Experience at a high-growth or publicly traded software company
