From the listing
About the role
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation, construction, and manufacturing.
The Senior Commissions Forecasting & Sales Compensation Program Lead owns the commissions modeling, forecast, and related analysis in an FP&A-partnering planning process. The role also assists in the design, operationalization, and continuous improvement of global sales compensation programs.
This is a high-impact individual-contributor role that sits at the intersection of FP&A, Sales, GTM Strategy and Operations, Finance, People, Legal, Payroll, and Business Technology.
What you'll do
- Own the end-to-end commissions forecast process, including forecast calendar, model structure, assumptions, source data, and submissions.
- Produce monthly, quarterly, and annual commissions forecasts and explain variances by segment, role, and headcount movement.
- Assist in the design and evolution of sales compensation plans across multiple segments, roles, and geographies.
- Translate GTM strategy into measurable compensation mechanics including quotas, accelerators, kickers, and ramping structures.
- Build models and scenario analyses to evaluate plan outcomes, behavioral incentives, and cost implications.
- Convert approved design decisions into business requirements, process documentation, and implementation-ready specifications.
- Establish governance for plan changes, exceptions, approvals, and audit trails.
- Develop recurring performance reporting on attainment, payout behavior, and program effectiveness.
- Mentor analysts and collaborate with systems and operations partners.
What they're looking for
- 6+ years of experience in FP&A, sales compensation, incentive compensation, or revenue operations.
- Demonstrated experience designing or materially changing sales compensation plans in a complex, multi-segment organization.
- Strong FP&A, analytical, and financial-modeling skills with large datasets.
- Deep understanding of compensation mechanics such as quota allocation, crediting, accelerators, and draws.
- Experience partnering with senior stakeholders across Sales, Finance, Operations, and Technology.
- Ability to write clear policy language and executive-ready recommendations.
- Experience with incentive compensation management platforms like Xactly, Varicent, CaptivateIQ, or Anaplan.
Nice to have
- Experience supporting a global SaaS, technology, or subscription business.
- Experience with Salesforce, Workday, Snowflake, SQL, or business-intelligence tools.
- Experience designing compensation for both new-logo and account-management organizations.
- Experience creating enablement programs, compensation hubs, or self-service resources.
From the company page
Motive benefits
◉ Remote policy · in their words
“We are a remote-first organization made up of more than 3,000 employees located around the world. While some of our employees are more effective working remotely ... members also have the option to work on-site at any of our eight global office locations if they prefer.”
Pulled from their careers page · verified by Atlas
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