The Sr. Sales Operations Specialist designs and manages incentive plans, oversees commission calculations, and collaborates cross-functionally for alignment on strategic goals.
The Sr. Sales Operations Specialist is responsible for designing, implementing, and managing scalable sales commission plans for Lightcast’s Revenue organization, including both Sales and Customer Success. This role ensures that incentive structures align with company goals and oversees the systems, processes, and data infrastructure required to deliver accurate monthly commission payments.
In addition to providing data-driven insights to leadership, this position may also expand to include managing territory and quota planning, currently overseen by the sales organization. The role collaborates closely with cross-functional partners across Revenue, Finance, and HR to drive alignment between strategic objectives, financial planning, and operational execution.
Major Responsibilities:
- Incentive Design & Strategy: 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.
- Program Ownership: 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.
- Operational Execution: 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.
- Stakeholder Engagement & Compliance: 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.
- Potential Future Responsibilities: 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.
Education and Experience:
- 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
- Experience supporting global revenue teams strongly preferred
- 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
Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) with offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions and companies, and our communities. Lightcast is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Lightcast has always been, and always will be, committed to diversity, equity and inclusion. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
Top Skills
Captivateiq
Data Analysis
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