Senior Sales Operations Specialist

Summary

Join Lightcast as a Sr. Sales Operations Specialist and design, implement, and manage scalable sales commission plans for the Revenue organization. You will ensure incentive structures align with company goals and oversee systems, processes, and data infrastructure for accurate commission payments. This role provides data-driven insights to leadership and may expand to include territory and quota planning. Collaborate with cross-functional partners across Revenue, Finance, and HR. Lead the end-to-end incentive lifecycle, from design to continuous improvement. Ensure data accuracy and timely commission calculations, while also administering and optimizing CaptivateIQ. Serve as a strategic advisor to sales leadership, delivering insights and recommendations.

Requirements

• Bachelor's degree required; MBA or advanced degree preferred
• 6+ years of experience in Sales or Revenue Operations within high-growth B2B SaaS or technology environments
• Demonstrated success in incentive design and commission management
• Proven ability to design and scale operational processes in fast-paced, dynamic environments
• Advanced data analysis skills
• Strong cross-functional collaboration, with the ability to build trust and influence at all organizational levels
• Excellent communication, problem-solving, and project management capabilities

Responsibilities

• Design and implement scalable, goal-aligned incentive plans for Sales and Customer Success teams, including Account Executives, Account Managers, and team leaders
• Collaborate with the Revenue organization to develop and launch special incentive programs, while also leading the redesign and smooth transition away from existing commission structures as needed
• Lead the end-to-end incentive lifecycle, encompassing design, systems architecture, data integrity, analytics, governance (including plans, policies, and documentation), and continuous improvement
• Own the annual commission planning process in close partnership with Revenue, HR, and Finance, encompassing headcount planning, quota setting, territory design, compensation models, and change management
• Ensure data accuracy and timely monthly commission calculations while forecasting commissions and analyzing historical performance trends
• Administer and optimize CaptivateIQ, including the delivery of individual commission statements and the development of executive dashboards
• Provide strategic insights to support sales strategy, client success, and go-to-market execution
• Proactively identify and resolve operational bottlenecks, recommending and implementing process or technology enhancements to drive efficiency and effectiveness
• Serve as a strategic advisor to sales leadership and senior executives, delivering regular insights and actionable recommendations to inform decision-making
• Ensure all sales operations activities maintain compliance with reporting standards and data privacy regulations, fostering trust and accountability across the organization
• Support the administration of additional incentive programs, such as corporate bonus plans and professional services incentives
• Take ownership of territory and quota management for Sales and Customer Success teams to ensure alignment with strategic goals and operational efficiency

Preferred Qualifications

Experience supporting global revenue teams strongly preferred