Sales Strategy And Compensation Manager

Summary

Join Fullstory as a Sales Strategy & Compensation Manager and strategically partner with Sales leadership, RevOps, Finance, and HR to shape high performance across global Go-To-Market teams. This highly visible role directly impacts revenue growth, team performance, and company culture. You will merge incentive compensation plan design with business strategy, lead annual plan implementation, support strategic planning through data analysis, optimize plan performance, maintain market-competitive strategies, and facilitate stakeholder communication. The ideal candidate possesses 5+ years of relevant experience in a B2B SaaS or technology company, experience with commission software, and a thorough understanding of Salesforce. A competitive base salary is offered, ranging from $112,000 to $140,000 USD. Fullstory provides a remote-first work environment and various benefits.

Requirements

• 5+ years of relevant work experience designing and implementing GTM strategies and incentive compensation plans in a Strategy, Sales Ops, RevOps, Planning, or Business Operations role at a B2B SaaS or technology company
• Experience programming and administering commission software tools (CaptivateIQ experience a plus)
• Thorough understanding of Salesforce's core functionalities, customization tools, and development capabilities
• Experience performing detailed data analysis, presenting key insights and strategic recommendations to C-suite executives, directly impacting decision-making
• Experience managing and prioritizing multiple short and long-range projects simultaneously

Responsibilities

• Merging incentive compensation plan design with business strategy to drive desired outcomes and optimize go-to-market efficiency
• Leading the annual design and implementation of territory, quota, and compensation plans for Sales, Customer Experience, and Partnerships, ensuring seamless execution
• Supporting strategic planning through comprehensive revenue, pipeline, headcount, and territory analysis, providing critical insights for informed decision-making
• Optimizing plan performance through continuous evaluation, implementing data-driven refinements to maintain alignment with evolving business objectives and maximize performance
• Maintaining market-competitive compensation strategies through in-depth market research and trend analysis, recommending strategic adjustments to compensation plans to attract and retain top talent
• Facilitating expert stakeholder communication and collaboration, serving as the primary point of contact for compensation inquiries and collaborating with leadership to drive cross-functional initiatives and improve operational efficiency

Benefits

• Autonomy and flexibility. From a remote-first work environment and flexible paid time off, to an annual company-wide closure – Fullstorians can focus on the moments that matter
• Benefits. Take care of the whole you. FullStory offers sponsored benefit packages for US-based Fullstorians, and supplemental coverage options for international Fullstorians
• Learning opportunities. We provide professional development opportunities through training programs, career coaching sessions, and an annual learning subsidy
• Productivity support. We provide all Fullstorians with a monthly productivity stipend and reimburse remote colleagues for their initial home office set up
• Team events. Connect with fellow Fullstorians through Employee Resource Group events, Listening & Alignment weeks, and team off-sites
• Paid parental leave. Fullstorians have the flexibility to balance the needs of their growing families without the added stress of figuring out work and finances
• Grow your family. We offer a global fertility and family building benefit that encompasses all journeys to growing your family
• Bereavement leave. Every family is different; we leave it to you to define who your family is, and support you when you need it most
• Miscarriage/Pregnancy loss leave. Whether it is for a Fullstorian or their partner – take the time you need