About Highspot

Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets. What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd. 

We are committed to diversity as both a moral and business imperative. 

About the Role

At Highspot, we are changing the way that millions of people work around the world. Today, we are helping companies like GM, RingCentral, DocuSign, Workday, Aetna, John Deere, Adobe, Siemens, and thousands more to elevate customer conversations and to increase the performance of their go-to-market teams. Our platform delivers integrated content management, training, contextual guidance, customer engagement, and actionable analytics. Enablement is at the heart of our customer momentum and market success. 

The Revenue Analytics team at Highspot is at the intersection of Marketing, Account Development, Sales, Services, Finance, and Product. The team is a center of excellence responsible for data, analytics, insights and compensation strategy of the go-to-market organization.

We are looking for an experienced compensation expert to join the team and develop a new charter for revenue compensation strategy at Highspot. 

The Senior Manager, Sales Compensation Strategy will define a best-in-class revenue compensation strategy for Account Executives, Account Managers, and Account Development Representatives, globally. This person will manage compensation processes, communication, reporting, and optimization – driving change management to execute an incentive compensation strategy that drives rep behaviors aligned to our revenue goals. 

Reporting to the Senior Director of Revenue Analytics, this role will partner closely with the company’s revenue leaders and finance and will foster close working relationships with stakeholders to develop a scalable incentive compensation strategy. 

What You'll Do

• Develop and design incentive compensation structures and plans and related quotas to meet revenue goals.
• Design equitable assignment of quotas and ensures quotas are optimally allocated to all revenue teams and resources. 
• Conduct analysis on key go-to-market metrics (segment, industry, product, persona, etc.) to inform compensation strategy and quota design. 
• Proactively identify and present insights to Revenue Leadership with intuitive data visualization. 
• Create and deliver compensation plan enablement and communications.
• Drive annual SPIFF planning and strategy in partnership with Finance and Revenue Leadership. 
• Conduct external benchmarking to optimize compensation strategy. 
• Consistently drive effective change management across the revenue teams. 
• Monitor the accuracy and efficient distribution of Salesforce, Tableau, and Xactly compensation reporting to revenue teams. 
• Coordinate planning activities with other functions and stakeholders within the company. 

Your Background

• Ability to react and pivot in ambiguous and changing environments. 
• Deep expertise in sales process, incentive, compensation design and strategy. 
• Experience driving effective change management.
• Strong ability to define, implement, execute and optimize consistent sales processes across global markets and sales teams.
• Experience recruiting, hiring, and developing top talent.
• Experience working with c-suite executives.
• Strong in communications and presentation development. 
• Analytical mindset and ability to present data in an actionable and insightful way that drives change in behavior. 

This position is available either in-office or remote, as applicable, at the following locations:

• Arizona - Remote 
• Arkansas - Remote
• California - Remote 
• Connecticut - Remote 
• Florida - Remote 
• Georgia - Remote 
• Idaho - Remote 
• Illinois - Remote 
• Maryland - Remote 
• Massachusetts - Remote 
• Michigan - Remote
• Minnesota - Remote 
• Missouri - Remote 
• New Hampshire - Remote
• New Jersey - Remote 
• New York - Remote 
• North Carolina - Remote 
• Ohio - Remote 
• Oregon - Remote 
• Pennsylvania - Remote 
• Texas - Remote 
• Utah - Remote 
• Virginia - Remote 
• Washington - Remote 
• Washington - Seattle
• Wisconsin - Remote
• #BI-Remote

Benefits

Comprehensive medical, dental, and vision benefits

401(k) Matching

Paid parental leave 

Flexible work and vacation schedules

Discounted ClassPass membership

2 volunteer days per year

Transportation benefits

Competitive compensation and stock options

Fully-stocked kitchen

Annual company-wide events

Meaningfully contribute to a compelling vision!

Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.

Read through the requirements as a checklist and haven't ticked every box? Don't rule yourself out just yet. So if this role resonates with you, hit that apply button!