1.
Commission Platform Administration (SPIFF)
• Act as the primary administrator for the SPIFF commission platform (a Salesforce-owned platform).
• Ensure accurate and complete monthly commission calculations across the US Sales organization.
• Perform, review, and validate manual adjustments required due to:
o System limitations or gaps
o Deal-specific exceptions
o Intentional manual commission calculations
• Ensure final commission outcomes are accurately reflected in each sales representative’s paycheck.
2.
Monthly Commission Review & Payroll Interface
• Own the detailed monthly commission review process, which represents the majority of the role’s effort.
• Deliver high-quality, error-free commission outputs, supported by clear documentation and audit trails.
• Validate commission calculations prior to leadership sign-off.
• Partner with US-based Sales Leadership to support reviews, explanations, and approvals.
• Coordinate closely with Payroll to ensure timely and accurate commission payouts.
3.
Quarterly Bookings True-Up Process
• Lead the quarterly bookings true-up process following revenue realization.
• Review actual revenue approximately six months post deal close.
• Annualize revenue and adjust commission payouts accordingly, including:
o Incremental commission payments
o Commission claw backs, where applicable
• Adhere to established SOPs while escalating non-standard or ambiguous cases with clear recommendations.
4.
Cross-Functional Stakeholder Partnership
• Partner with Sales Operations, Commercial Operations, FP&A, Accounting, and Sales Leadership to clarify deal structures, bookings assumptions, and commission logic.
• Serve as the single point of accountability for commission accuracy and governance.
• Resolve commission-related inquiries for a large and growing US sales organization (60–70+ stakeholders, including sales reps, SMEs, CX teams, and sales leaders).
• Build trusted relationships by providing clear, timely, and well-reasoned explanations of commission outcomes.
5.
Commission Accruals & Financial Controls
• Support or own monthly commission accruals in coordination with FP&A and Accounting teams.
• Ensure accruals accurately reflect earned commissions, expected true-ups, and known risks.
• Maintain robust documentation, controls, and audit-ready support.
6.
Process Excellence & Role Evolution
• Design and maintain scalable, well-controlled processes for managing large and frequently changing commission datasets.
• Drive continuous improvement across commission processes, controls, and documentation.
• Identify opportunities for automation, standardization, and reporting enhancements.
• Over time (post 6–12 months), support ad-hoc commissions analysis, reporting, and broader sales finance initiatives as the role matures.