Commission Manager

Manager / Senior Manager, Sales Commissions

Location: Virginia Beach / Hampton Roads, VA preferred | Remote candidates considered but must reside on the East Coast

Employment Type: Full-Time, Direct Hire

Compensation: Targeting approximately $130K–$150K Bonus

Level: Manager / Senior Manager, depending on experience

Function: Sales Operations / Revenue Operations / Sales Compensation

Position Overview

We are partnering with a growing, privately held technology and digital marketplace organization seeking a Manager / Senior Manager, Sales Commissions to take ownership of its end-to-end sales commission function.

This position will serve as the primary business partner for commission administration across multiple sales organizations and business lines. The individual will own the process from compensation plan and sales results through commission calculation, validation, reporting, approval, and submission to Accounting for payment.

This is not a traditional FP&A or complex financial modeling role. Success will depend heavily on the ability to understand different sales motions, accurately administer commission plans, communicate effectively with Sales leadership, resolve questions and exceptions, and confidently provide guidance around compensation-plan design.

The organization is also preparing to move away from largely manual commission processes toward a dedicated commissions platform. This individual will play an important role in evaluating, selecting, and implementing the future system while establishing scalable processes as the business continues to grow.

Key Responsibilities

• Own the end-to-end sales commission process across multiple sales teams, channels, and business lines.
• Calculate, validate, reconcile, track, and report sales commissions accurately and within established deadlines.
• Translate compensation plans and sales results into accurate commission calculations.
• Prepare finalized commission information for Accounting to process payments.
• Serve as the primary point of contact for Sales leaders, managers, and representatives regarding commission calculations, targets, plan interpretation, and exceptions.
• Research and resolve commission discrepancies and clearly communicate calculation methodology and outcomes to stakeholders.
• Onboard new sales representatives on their commission plans, plan documents, targets, and commission calculators.
• Partner with leadership on sales compensation and incentive plan design, providing recommendations and industry best practices.
• Evaluate existing compensation structures and identify opportunities to improve effectiveness, clarity, and scalability.
• Support commission administration across different sales motions, including new business, account executives, software, media, and marketplace-oriented sales teams.
• Improve existing reporting and commission processes currently supported through Salesforce, Power BI, Excel, and other manual tools.
• Help evaluate and select a dedicated sales commission / incentive compensation management platform.
• Support implementation, testing, process design, and adoption of the future commissions system.
• Develop scalable commission processes, controls, documentation, reporting, and operating procedures.
• Partner cross-functionally with Sales, Finance, Accounting, and business leadership.
• Support the integration of additional businesses and sales teams as the organization continues to expand.
• Help establish a commission function capable of supporting future organizational growth and potential team expansion.

Qualifications

• 3–5 years of relevant experience within Sales Operations, Revenue Operations, Sales Compensation, Incentive Compensation, Commission Administration, or a related function.
• Hands-on experience administering sales commissions and/or variable compensation programs.
• Strong understanding of the commission lifecycle, including compensation plans, sales results, calculations, validation, reconciliation, approvals, and payment submission.
• Experience partnering directly with Sales leadership and sales representatives.
• Ability to understand multiple sales motions and translate compensation-plan rules into accurate commission calculations.
• Strong communication and business-partnering skills with the ability to confidently explain calculations and resolve commission questions or disputes.
• Ability to appropriately challenge assumptions and provide recommendations regarding sales compensation plan design.
• Strong analytical skills and attention to detail.
• Proficiency with Excel and experience working with sales and commission data.
• Experience with Salesforce, Power BI, or similar CRM/reporting platforms preferred.
• Ability to independently own a function while managing multiple deadlines and stakeholders.
• Comfortable operating in a growing environment where processes and systems are continuing to evolve.

Preferred Qualifications

• Experience with dedicated commission or incentive compensation software such as Xactly, CaptivateIQ, Spiff, Varicent, or similar platforms.
• Experience participating in the selection, implementation, configuration, or rollout of a commissions platform.
• Background within Sales Operations or Revenue Operations supporting multiple sales teams or business units.
• Experience supporting organizations with multiple commission plans and sales structures.
• Experience developing or improving sales compensation plans, commission policies, controls, and reporting processes.
• Experience operating within a growing organization that has added new businesses, products, or sales channels.

Ideal Candidate Profile

This opportunity could be particularly attractive to a Senior Sales Compensation Analyst, Senior Revenue Operations Analyst, Senior Sales Operations Analyst, or newer Manager currently working as part of a larger compensation or operations team who is ready to step into broader ownership.

The ideal candidate understands the mechanics of commissions but is equally strong on the business-partnering side. They can sit down with Sales leadership, understand how a particular sales organization operates, interpret the compensation plan, defend the underlying calculations, and recommend improvements when a plan or process could be structured more effectively.

The role is currently an individual contributor position, but continued business growth could create an opportunity to expand the function and build a team over time.

Why Consider This Opportunity?

This is an opportunity to take true ownership of the sales commissions function within a growing organization rather than owning only one component of the process.

The person hired will have significant visibility across Sales and Finance leadership and the opportunity to influence commission-plan design, process improvement, reporting, technology selection, and future-state commission operations.

With multiple businesses added recently and additional growth possible, this individual will join at an important stage where they can help build a more sophisticated and scalable commissions function from the ground up.