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Salary: USD 100,000 - 145,000 / annual
Gong is seeking a Senior Revenue Operations Analyst to own and operate the company's sales compensation engine. This is a hands-on, builder-focused role responsible for running monthly commission cycles for Sales, SDR, and Partnerships teams, ensuring payout accuracy, resolving disputes, and transforming compensation data into actionable insights for RevOps and Sales Leadership.
Key Responsibilities:
Commissions Operations & Payout Accuracy: Own the end-to-end monthly commissions process including data prep, crediting, calculations, review, and payout. Meet monthly and quarter-end close deadlines with Finance while maintaining clean audit trails. Maintain controls and reconciliations ensuring every payout ties back to source data (Salesforce, ICM, Finance).
Exceptions, Disputes & Inquiries: Triage and resolve commission inquiries and disputes quickly and consistently. Run exception requests through governance processes, documenting asks, sizing impact, securing approvals, and logging decisions. Flag recurring exceptions as plan-design or process issues rather than one-off fixes.
Comp Analytics & Plan Modeling: Deliver attainment, payout, and cost-of-sales reporting at rep, manager, and segment levels. Model proposed plan changes (rates, accelerators, kickers, gates, quota) and quantify cost, earnings distribution, and behavioral impact. Support annual planning with plan-cost forecasts and scenario analysis for GTM Comp Leadership, Finance, and Sales Leadership.
ICM/SPM Platform Administration: Administer plan configuration, rates, quotas, and crediting rules in ICM tools (CaptivateIQ, Everstage, Varicent). Support upcoming ICM platform migration including requirements, plan logic documentation, testing, and parallel runs. Reduce manual workarounds and spreadsheet dependencies over time.
Documentation & Communication: Maintain plan documents, policies, and process documentation as the single source of truth. Explain compensation mechanics clearly to reps and managers in writing and live settings.
Continuous Improvement: Partner with RevOps and GTM Systems to automate recurring work and tighten data governance across the compensation process.
Requirements:
- 3-5 years of progressive experience in sales compensation, commissions, or highly analytical RevOps/FP&A role (SaaS/tech preferred)
- Advanced Excel/Google Sheets proficiency: scenario models, lookups, pivots, clean model structure others can audit
- Hands-on experience administering an ICM/SPM tool (CaptivateIQ, Varicent, Everstage, Xactly, or similar)
- Working knowledge of SaaS compensation mechanics: quota, accelerators, gates, kickers, ramps, clawbacks
- Strong Salesforce data fluency; SQL/Snowflake a plus
- Exposure to ASC 606 commission capitalization and Finance close a plus
- Detail-oriented under deadline pressure with clear, simple communication skills for field engagement
- Based in NYC or Lehi, UT
