Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role:Motive is looking for an experienced Sales Compensation Manager (Individual Contributor) to join our growing team! This role is critical in designing, modeling, and optimizing sales incentive plans that drive our go-to-market strategy and motivate our sales teams. You will partner closely with Sales Leadership, Sales Operations, Finance, and HR to ensure our compensation programs are competitive, effective, and efficient.In this role, you will be the model and forecast our sales compensation plans. You will generate insights into sales performance trends, plan effectiveness, and commission expense forecasting, providing Motive’s leadership team with effective decision-making support regarding incentive structures. You will have significant visibility and partnership opportunities with senior Sales leadership.
What You'll Do:
- Plan & Design Strategy: Partner with Sales, Finance, HR Leadership during the annual planning cycle and throughout the year to design, model and refine sales compensation plans that align with company objectives and motivate desired sales behaviors.
- Forecasting & Analysis: Develop and maintain commission expense forecasts; conduct regular analysis on plan effectiveness, attainment distributions, payroll correlations to performance and ROI of incentive programs.
- Reporting & Communication: Create and delivery regular reports, dashboards, and ad ho analyses for Sales and Finance leadership on compensation plan performance, commissions expenses, and attainment metrics.
- Benchmarking: Conduct competitive benchmarking analysis on our sales compensation plans, payout levels, and structures against industry and peer group standards.
- Modeling: Create, maintain, and review complex financial models in Excel/Gsheets related to commission calculations, cost forecasting and scenario analysis for potential plan changes
What We're Looking For:
- 5-7+ years of relevant experience in Sales Compensation, Sales Operations, or Finance with a direct focus on incentive compensation.
- Must be highly detail-oriented to ensure accuracy in calculations, plan interpretation, and payouts.
- Proven ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.
- Strong analytical and problem-solving 1 skills; ability to analyze data, draw conclusions, and make actionable recommendations.
- Excellent interpersonal and communication skills (written and verbal) with proven experience building collaborative working relationships across different teams and levels of an organization.
- Ability to understand the big picture strategic goals and translate them into effective compensation mechanics, while also managing the detailed execution.
- Excellent modeling skills with experience in commission forecasting, attainment analysis, and plan cost modeling.
- Expert proficiency in Excel and/or Google Sheets is essential.
- Knowledge of SQL or other data analysis tools preferred.
- Experience at a high-growth SaaS company is a must
- This is an individual contributor but must be able to influence various stakeholders
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the compensation range is:
United States
$103,000—$157,000 USD
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here .
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
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What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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