United States onlyAbout the RoleAt 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.
Revenue Operations here at Highspot is a center of excellence and sits at the intersection of Marketing, Sales, Customer Success, Finance, Legal and Product.
We are looking for a leader; specifically, an experienced sales compensation/sales operations expert to join the team and to design, build, and implement compensation plans for all roles in, along with by-role quota, aligned with the Company’s and GTM strategies. The roles include, for example, Account Executives, Account Managers, Sales Consultants, Customer Success Managers, and Professional Services. This person will manage compensation processes, communication, reporting, and optimization – driving change management to execute an incentive compensation strategy that drives behaviors aligned to our revenue goals.
This role will report to an experienced Sr Director, Revenue Operations, who drives not only the company’s deal strategies but is also accountable for bookings. The role will work very closely with the Company’s revenue leaders, HR, and Finance, and will foster close working relationships with stakeholders to develop a scalable incentive compensation strategy.
What You'll Do
- Design, develop, and implement compensation and quota strategies to support the Company’s revenue goals for all quota-carrying roles in the organization.
- Design equitable assignment of quotas, ensuring optimal allocation to all revenue accountable teams and resources.
- Conduct analysis on key go-to-market metrics (segment, industry, product, persona, etc.) to inform incentive compensation strategy and quota design.
- Proactively identify and present insights to Revenue leadership with intuitive data visualizations.
- Create and deliver incentive compensation plan enablement and communication.
- Conduct external benchmarking to optimize incentive compensation strategies.
- Consistently drive effective change management across the revenue teams.
- Monitor the accuracy and efficiently distribute Salesforce, Tableau, and Xactly compensation reporting to revenue teams.
- Monitor comings and goings of quota-carrying roles, ensuring territories and accounts are transitioned and all tools timely updated.
- Participate in selection and implementation of best-in-class tools to optimally administer comp plans.
- Coordinate planning activities with other functional teams and stakeholders at Highspot.
Your Background
- Ability to react and pivot in ambiguous and changing environments.
- Deep expertise in sales process, sales incentives, 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 and curious 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
- Montana - Remote
- Nevada - Remote
- New Hampshire - Remote
- New Jersey - Remote
- New York - Remote
- North Carolina - Remote
- Ohio - Remote
- Oregon - Remote
- Pennsylvania - Remote
- Tennessee - Remote
- Texas - Remote
- Utah - Remote
- Virginia - Remote
- Washington - Remote
- Washington - Seattle
- Washington, D.C. - Remote
- Wisconsin - Remote
- #BI-Remote
The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.
Highspot also offers the following employee benefits for this position:-Comprehensive medical, dental, vision, disability, and life benefits-Health Savings Account (HSA) with employer contribution-401(k) Matching with immediate vesting on employer match-Flexible PTO-8 paid holidays and 5 paid days for Annual Holiday Week-Quarterly Recharge Fridays (paid days off for mental health recharge)-18 weeks paid parental leave-Professional development opportunities through LinkedIn Learning-Access to Coaches and Therapists through Modern Health-2 volunteer days per year-Commuting benefits
Equal Opportunity StatementWe 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.
Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button.
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