Sales Compensation Manager

Hightouch is seeking a Sales Compensation Manager to design and administer incentive plans for its go-to-market organization. This highly visible role involves managing annual plan design, monthly administration, and SPIFF programs, ensuring accuracy and transparency. The manager will collaborate with Finance, HR, and GTM leadership on planning cycles and quota setting, providing reporting and analytics on plan effectiveness. This role is crucial for driving growth at a fast-scaling company like Hightouch, which is doubling ARR and expanding globally.

Must Have

• Lead annual sales compensation design process
• Administer monthly/quarterly compensation payouts
• Own SPIFFs and short-term incentive programs
• Collaborate with Finance, HR, and GTM leadership on planning cycles, quota setting, and modeling
• Provide reporting and analytics on attainment, plan effectiveness, and ROI
• Maintain clear compensation policies and documentation
• Evaluate and improve sales compensation tools and processes
• 5+ years of experience in global sales compensation operations
• Strong track record in designing and administering incentive compensation plans
• Skilled in analytics and financial modeling
• Hands-on experience with sales compensation platforms (e.g. CaptivateIQ)
• Proficiency with Salesforce or other CRMs
• Excellent communication skills

Perks & Benefits

• Meaningful equity compensation in the form of ISO options
• Early exercise and a 10 year post-termination exercise window

About Hightouch

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Hightouch is the modern AI platform for marketing and growth teams. Our AI agents reimagine marketing workflows, allowing marketers to create content, plan campaigns, and execute strategies with transformational velocity and performance.

Hightouch is a rare company built on the intersection of two fundamental technological shifts: advances in LLMs and agentic AI, and the creation and rapid adoption of cloud data warehouses like Snowflake and Databricks. Building on these tailwinds, we’ve become a leader in AI marketing and partner with industry leaders like Domino’s, Chime, Spotify, Ramp, Whoop, Grammarly, and over 1000 others.

Our team focuses on making a meaningful impact for our customers. We approach challenges with first-principles thinking, move quickly and efficiently, and treat each other with compassion and kindness. We look for team members who are strong communicators, have a growth mindset, and are motivated and persistent in achieving our goals.

About The Role

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Hightouch is looking for a Sales Compensation Manager to own the design and administration of incentive plans across our go-to-market organization. Reporting directly to the Head of Revenue Operations, this is a highly visible role responsible for ensuring that compensation programs are motivating, competitive, and aligned with company strategy.

This is a hands-on role covering all commission-bearing functions — Account Executives, SDRs, Sales Engineers, Marketing, Post-Sales, and more. You’ll manage everything from annual plan design to monthly administration and SPIFF programs, ensuring accuracy, transparency, and trust in the process.

Sales compensation may sound operational, but at a fast-scaling company like Hightouch it’s one of the most powerful levers we have: the right incentives shape seller behavior, guide investment in new products and geographies, and ultimately drive growth. With Hightouch doubling ARR, launching new AI products, and expanding globally, this role is critical to setting us up for the next stage of scale.

What You’ll Do

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• Lead the annual sales compensation design process across all commission-bearing roles (AEs, SDRs, SEs, Marketing, Partnership, Post-Sales).
• Administer monthly/quarterly comp plans and payouts with accuracy and transparency.
• Own SPIFFs and short-term incentive programs, from design to rollout.
• Collaborate with Finance, HR, and GTM leadership on planning cycles, quota setting, and modeling.
• Provide reporting and analytics on attainment, plan effectiveness, and ROI.
• Maintain clear compensation policies and documentation (ramp, proration, clawbacks, exceptions, etc.).
• Evaluate and improve sales compensation tools and processes to support scale.

Who You Are

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• 5+ years of experience in global sales compensation operations, ideally in a high-growth or enterprise SaaS environment.
• Strong track record in designing and administering incentive compensation plans across multiple GTM functions (Sales, SDR, Post-Sales).
• Skilled in analytics and financial modeling, with the ability to translate complex data into clear, actionable insights.
• Hands-on experience with sales compensation platforms (e.g. CaptivateIQ), and proficiency with Salesforce or other CRMs.
• Comfortable operating in a fast-paced, high-growth environment; detail-oriented and process-driven.
• Excellent communication skills, able to engage and influence across sales reps, managers, and senior leadership.
• Strong sense of ownership and accountability; motivated by both accuracy and impact.