Sales Operations Manager

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

We are seeking a strategic and execution-focused Sales Compensation Manager to manage our B2B SaaS sales compensation programs end-to-end. You will play a central role in designing, planning, executing, and analysing compensation plans across multiple GTM teams and roles (AE, AM, CSM, BDR, Channel Managers, etc.).

This individual will collaborate cross-functionally with Sales, Sales Operations, and Sales Finance to ensure compensation plans are aligned with business goals, scalable, and compliant with financial targets.

Key Responsibilities:

1. Plan Design & Alignment

• Assist in the annual and mid-year Sales Compensation Plan design lifecycle for all GTM roles.
• Collaborate with Sales and Finance leaders to align OTE structures, quota setting philosophy, and pay mix strategies to corporate goals.
• Deploy territory-specific and role-specific incentive structures (quota-based, MBO, SPIFFs, hybrid).

2. Quota Planning & Consolidation

• Partner with broader Sales Ops to consolidate quotas across the Sales organization and validate hierarchical rollup
• Validate over-assignments, capacity models, and quota coverage vs. AOP at each GTM layer.
• Ensure timely submission of quota packages to Sales Finance.

3. Execution & Administration

• Oversee monthly/quarterly commissions cycle including approvals, validation of manual attainment metrics, and audit tracking.
• Coordinate with Sales Comp Finance to ensure timely and accurate pay-outs.
• Support exception handling, mid-cycle plan changes, and new hire ramp-up models.

4. Monitoring & Effectiveness

• Track and report on attainment vs. payout trends, compensation cost of sale (CCOS), and incentive programs ROI.
• Assist in Commission QBRs with Sales and Executive Leadership with actionable insights.
• Monitor plan effectiveness and suggest mid-course corrections or new comp levers (e.g., accelerators, caps, clawbacks).

5. Systems, Tools & Compliance

• Operate within Sales Compensation platforms like Xactly Incent.
• Ensure data hygiene and alignment between CRM, Finance systems, and Compensation management tools.
• Support audits and internal controls to maintain compliance and fairness in pay.

Qualifications

Good to Have:

• Prior experience in public SaaS companies or fast-scaling startups
• Certification in Sales Compensation (e.g., CSCP, WorldatWork, Xactly Certified Expert).

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.