Senior Manager, Sales Compensation Strategy

Summary

Join Toast as a Senior Manager and lead the global Sales Compensation Strategy and Analytics function. Partner with Sales Leadership, Finance, Sales Operations, and HR to design, analyze, and optimize sales compensation programs. This high-impact role involves managing the annual compensation planning cycle, ensuring alignment with business priorities. You will deliver performance reporting, provide data-driven insights, and forecast commissions expense. The position requires strong strategic thinking, data visualization skills, and executive presence. This role offers high visibility and impact, working closely with senior leadership on strategic initiatives.

Requirements

• 10+ Years of experience in Sales Compensation Strategy, Sales Compensation Consulting, or a related field
• Strong strategic thinking and ability to partner with cross-functional teams
• Excellent data visualization and presentation skills, with the ability to translate complex data into clear business insights
• Strong executive presence and influencing skills, with experience engaging senior leadership on compensation plan design and quota recommendations

Responsibilities

• Lead the Annual Sales Incentive Compensation Design process, including plan design, comp metric selection, plan roll-out, and enablement
• Program manage the annual compensation planning cycle, ensuring alignment between business priorities and incentive structures
• Partner with Sales, Finance, and HR leadership to develop compensation plans that drive performance, motivate reps, and ensure pay-for-performance alignment
• Strategies around compensation structures, accelerators, multipliers, SPIFFs, and short-term incentive programs
• Maintain and evolve the Sales Compensation Philosophy, ensuring scalability as the company grows
• Deliver monthly and quarterly sales attainment and performance reporting for Sales and Finance leadership
• Provide data-driven insights on compensation effectiveness, quota attainment trends, and incentive plan KPIs
• Own commissions expense forecasting and compensation cost modeling
• Serve as the point of contact for industry benchmarking, ensuring our compensation plans remain competitive
• Partner with Sales Ops to measure the effectiveness of short-term incentives (e.g., SPIFFs, test pilots, and new incentive structures)

Benefits

• Opportunity to lead and shape a critical function within a fast-growing organization
• High visibility and impact, working closely with senior leadership on strategic initiatives
• Cash compensation (overtime, bonus/commissions if eligible), equity, and benefits