Sales Compensation & Incentive Programs Manager

About the role

The Sales Compensation & Incentive Programs Manager is responsible for designing, governing, and operationalizing compensation programs for Sales, Business Development, and Partnerships teams. This role ensures that incentive structures align pay with performance, support revenue growth, and scale with company strategy. The role collaborates closely with Sales leadership, Finance, C&B, Analytics, and Operations to ensure accurate KPI measurement, bonus calculation, and compensation governance. The role also oversees revenue tracking methodologies, KPI dashboards, and debt collection governance processes to ensure transparency, compliance, and operational efficiency.

Responsibilities

• Sales Compensation Governance
• Design and maintain incentive plans for Sales, Business Development, and Partnerships teams.
• Ensure alignment between compensation plans and company revenue strategy.
• Maintain governance of compensation structures and policies.
• Bonus Calculation & Revenue Attribution
• Manage quarterly bonus calculation processes.
• Maintain calculation methodology for Booking revenue and KPI inputs.
• Coordinate cross-functional validation with Finance, C&B, and Sales leadership.
• Manage exception approvals and bonus validation.
• KPI Framework & Target Setting
• Develop KPI structures for Sales teams and startup teams.
• Build methodologies for setting sales targets by role.
• Partner with Analytics teams to build dashboards measuring KPI attainment.
• Incentive Plan Communication
• Create compensation one-pagers for sales employees.
• Ensure all sales employees understand their compensation structure.
• Maintain documentation in HR systems (HiBob).
• Sales Policy Governance
• Develop and maintain incentive policy documentation.
• Manage updates to compensation policies and new hire incentive plans.
• Revenue Operations Process Improvements
• Implement revenue tracking methods using dashboards and contract validation.
• Maintain master files for KPI tracking and bonus calculations.
• Debt Collection Governance
• Oversee the debt collection monitoring process across Ops, Sales, Finance, and Accounting.
• Ensure compliance with SOX requirements.
• Implement processes to reduce outstanding customer debts.
• Key Qualifications & Experience
• 5+ years in Sales Operations, Revenue Operations, or Compensation & Benefits
• Experience managing sales incentive programs
• Strong financial modeling and bonus calculation skills
• Experience working with sales KPI frameworks
• Advanced Excel / analytics tools
• Experience collaborating with Finance, Sales leadership, HR, and Analytics
• Preferred
• Experience designing sales compensation plans
• Experience working with CRM and BI dashboards
• Experience implementing SOX compliant processes
• Experience in high-growth tech or SaaS companies
• Benefits & Perks:
• Competitive compensation
• Career growth and learning opportunities
• Flexibility and work-life balance
• Collaborative and innovative culture
• Opportunity to work on impactful AI projects
• International environment and talented teams
• What's it like to work at Nebius:
• Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
• Equal Opportunity Statement:
• Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
• If you need accommodations during the application process, please let us know.

Benefits

Additional Information

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at nebius? Share your experience