Quota and Incentive Compensation Manager
Job Summary
Job Description
Ookla is a global leader in connectivity intelligence, providing network insights through Speedtest, Downdetector, RootMetrics, and Ekahau. This role is for a Quota and Incentive Compensation Manager who will be instrumental in shaping the performance culture within the Global Connectivity Division. The manager will be responsible for designing and overseeing sales quotas and incentive compensation plans, ensuring accurate and transparent commission payouts. This involves close collaboration with Sales Leadership, Finance, and Salesforce Admins to align plans with revenue targets and strategic goals across various Ookla-affiliated teams. The position requires strong analytical skills, attention to detail, and the ability to manage complex data and financial calculations in a fast-paced environment.
Must have:
- Proven experience in sales operations, finance, or compensation planning
- Strong analytical mindset with data interpretation and forecasting skills
- Proficiency with CRM systems (Salesforce preferred), Excel/Google Sheets, BI tools
- Exceptional attention to detail and integrity in financial calculations
- Collaborative and responsive, skilled at cross-functional work
6 skills required
Job Details
Description
Ookla® is a global leader in connectivity intelligence, offering unparalleled network insights through the combined expertise of Speedtest®, Downdetector®, RootMetrics®, and Ekahau®. Ookla’s complementary datasets combine crowdsourced and controlled, public and private collection methods, QoS and QoE metrics, and more to unlock correlations and actionable insights — helping organizations optimize networks, enhance digital experiences, and create better connected experiences for end-users.
Our team is a group of people brought together through passion and inspired by possibility. We are looking for team members who love solving problems, are motivated by challenges, and enjoy turning clever ideas into exceptional products. When you work for us, you are using Ookla data and insights to advance our mission of better connectivity for all.
The Quota and Incentive Compensation Manager will play a critical role in shaping and sustaining the performance culture within the Global Connectivity Division. This individual will be responsible for designing and managing sales quotas, developing incentive compensation plans, and ensuring accurate, transparent commission payouts. In this role, you’ll work closely with Sales Leadership, Finance, and Salesforce Admins to ensure that plans are aligned with revenue targets, sales rhythms, and strategic goals across Ookla, Ekahau, and EMAPTA teams.
Key Responsibilities:
- Quota Planning & Management
- Design and deliver global, regional, and individual quota models by segment, sub-region, and Sales Director.
- Develop annual “strawman” quota models to establish sales baselines and drive revenue planning.
- Maintain integrity and adaptability in quota frameworks to account for real-time account transitions and organizational changes.
- Incentive Compensation Program Development
- Build annual compensation plans that align with sales objectives, revenue targets, and behavioral drivers.
- Partner with Salesforce Admins to implement quotas and ensure monthly reporting reflects the mechanics of the plan accurately.
- Calculate monthly commissions, manage incentive payout models, and provide finance with timely accruals and transaction-level reporting.
- Sales Analytics & Operational Support
- Lead account and territory management efforts — including the impact of account changes on quotas and performance baselines.
- Track and analyze KPIs to assess sales performance and incentive effectiveness.
- Respond to individual sales team commission inquiries with clear, timely information.
- Process & Program Development
- Develop and enforce standards of performance, rules of engagement, and account management best practices.
- Support the creation of global account programs and other scalable processes to ensure clarity, consistency, and momentum across the sales organization.
Requirements:
- Proven experience in sales operations, finance, or compensation planning, preferably in a high-growth B2B or SaaS environment.
- Strong analytical mindset with the ability to interpret data, model performance scenarios, and forecast compensation impacts.
- Proficiency with CRM systems (Salesforce preferred), Excel/Google Sheets, and BI/reporting tools.
- Exceptional attention to detail, integrity in financial calculations, and the ability to manage confidential information.
- Collaborative and responsive; skilled at working cross-functionally in a fast-paced, evolving environment.
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