Quota and Incentive Compensation Manager

2 Months ago • All levels

Job Summary

Job Description

The Quota and Incentive Compensation Manager will be responsible for designing and managing sales quotas, developing incentive compensation plans, and ensuring accurate commission payouts. This includes designing global quota models, developing annual compensation plans, calculating monthly commissions, leading account management efforts, and tracking KPIs. They will also be responsible for developing and enforcing performance standards and supporting the creation of global account programs. This role requires working closely with Sales Leadership, Finance, and Salesforce Admins.

Must have:

Experience in sales operations or finance
Ability to interpret data and forecast compensation impacts
Proficiency with CRM systems and reporting tools
Exceptional attention to detail and integrity
Collaborative and responsive, cross-functional skills

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Job Details

Description

Position at Ookla

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.