Sr. Manager, Commercial Incentives & Revenue Operations

Overview

In this role you own the end-to-end VIP plan design, modeling, governance, and related communications. You partner with Finance, HR, Legal, and leadership to shape incentive strategy and secure funding. You drive the Sales Operating Model and strategic excellence initiatives at scale, using data and AI to measure impact and inform decisions. This position sits at the intersection of sales, finance, and governance to enable exceptional performance across regions.

Pay / Benefits

• medical, dental, and vision coverage
• paid time off
• Employee Assistance Program
• wellness and travel reimbursement
• travel discounts
• IATAN membership

Responsibilities

• Own VIP plan design, impact modeling, and governance from concept to delivery, including new plans and exceptions
• Manage VIP employee-level impact modeling and annual cost estimates with Finance for funding approval
• Act as Sales Incentives SME, aligning with HR Compensation, HRBP, and Finance ahead of Steering Committee reviews
• Advise Sales Leadership on incentive strategy, structure, and execution cadence
• Submit materials through the Geo ERB intake process and coordinate with Geo on inform/consult requirements
• Create, maintain, and issue VIP documentation and setup VIP in Workday (eligibility rules, assignments)
• Coordinate with Legal, Local Geo/Works Council, Finance, and Communications for VIP implementation
• Oversee VIP communication plan and clearly convey program vision to senior leadership and organisation
• Lead evolution of the Sales Operating Model, defining roles, KPIs, competencies, and actions for sales excellence
• Drive adoption of the blueprint and frameworks across regions, embedding into onboarding, coaching, and performance management
• Identify and lead cross-functional programs to improve sales performance, governance, and scalability
• Leverage data and AI to define KPIs, monitor VIP effectiveness, and streamline reporting

Key requirements

• Strong program management and execution experience
• Experience in incentive plan design and employee impact modeling (desirable)
• Experience navigating formal governance processes for employee changes
• Track record of leading sales excellence, enablement, or large-scale commercial strategy programs
• Ability to operate at Senior Manager level with autonomy
• AI-savvy and data-literate; use AI tools for design decisions, not only reporting
• Skilled at navigating cross-functional ambiguity across Sales, HR/Compensation, Legal, Finance, and Communications
• Bachelor’s degree in Business, Finance, or related field; Travel or B2B SaaS experience preferred

• Cross-functional collaboration
• Stakeholder management
• Strategic communication
• Incentive plan design
• Impact modeling
• Data-oriented decision making

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