Freshworks
Job Description
As part of our continued growth, we are seeking a strategic and experienced leader to join our Global Sales Compensation team. This role will lead the design, development, and management of incentive compensation plans across all sales functions. The ideal candidate will bring deep expertise in sales compensation design, sales planning, and performance analytics, with a strong ability to lead cross-functional initiatives that deliver measurable business outcomes. What You'll Do:
Lead the design and governance of competitive, scalable, and performance-driven incentive compensation plans aligned with company goals and the evolving sales landscape. Drive the sales compensation strategy and planning for all sales roles, including AEs, AMs, BDRs, Pre-Sales, Channel, and Customer Success. Partner with Finance, RevOps, and HR to deliver quarterly analytics, including performance reviews, dashboards, and attainment. Drive performance modeling and recommend incentive plan changes, contests, and metrics to align behavior with GTM strategy. Participate in the annual GTM planning cycle, including the quota setting process. Serve as an internal consultant to business leaders and the executive leadership team on matters related to sales compensation, including motivators, sales incentives design and administration. Design fiscally responsible and motivating payout structures, including accelerators, thresholds, and payout curves. Develop and maintain plan templates, testing protocols, audit tools, and documentation for comp plan issuance. Define compensation policies, including big deal/windfall, ramp, proration, and start/stop policies. Build sales comp enablement materials and deliver enablement through live training, commission estimators, knowledge articles, and sales onboarding content. Benchmark comp practices and performance metrics against industry peers to ensure competitiveness. Identify opportunities for process improvement, and recommend solutions leveraging best practices. Qualifications
Proven ability to develop and manage compensation plans that attract, retain, and motivate top talent while aligning to strategic business goals. 10+ years of experience in global sales compensation operations, ideally in a high-growth or enterprise SaaS environment. Deep expertise in sales comp design and administration across international markets and sales functions. Strong leadership presence and the ability to influence cross-functional stakeholders and executive leadership. Experience with Xactly, Salesforce (SFDC), and financial systems; strong Excel and modeling skills. Working knowledge of GAAP accounting principles related to commissions and revenue recognition. Excellent communication skills - both written and verbal - with the ability to simplify complex topics. Bachelor's degree in Business, Finance, Accounting, or a related field. Please note
this is a hybrid role with onsite expectations of 3x/week (Tue - Thurs) from our San Mateo headquarters. Additional Information
This role is based in the San Francisco Bay Area, and the expected base salary range for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. This role is also eligible for a target bonus. Compensation Package $207,600 - $298,000 Base Salary Freshworks Benefits:
Freshworks offers multiple options for medical, dental, vision, disability and life insurance. Flexible time off (plus paid US holidays), commuter benefits (attached to a flexible spending account) and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits. Equal Opportunity
At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.
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As part of our continued growth, we are seeking a strategic and experienced leader to join our Global Sales Compensation team. This role will lead the design, development, and management of incentive compensation plans across all sales functions. The ideal candidate will bring deep expertise in sales compensation design, sales planning, and performance analytics, with a strong ability to lead cross-functional initiatives that deliver measurable business outcomes. What You'll Do:
Lead the design and governance of competitive, scalable, and performance-driven incentive compensation plans aligned with company goals and the evolving sales landscape. Drive the sales compensation strategy and planning for all sales roles, including AEs, AMs, BDRs, Pre-Sales, Channel, and Customer Success. Partner with Finance, RevOps, and HR to deliver quarterly analytics, including performance reviews, dashboards, and attainment. Drive performance modeling and recommend incentive plan changes, contests, and metrics to align behavior with GTM strategy. Participate in the annual GTM planning cycle, including the quota setting process. Serve as an internal consultant to business leaders and the executive leadership team on matters related to sales compensation, including motivators, sales incentives design and administration. Design fiscally responsible and motivating payout structures, including accelerators, thresholds, and payout curves. Develop and maintain plan templates, testing protocols, audit tools, and documentation for comp plan issuance. Define compensation policies, including big deal/windfall, ramp, proration, and start/stop policies. Build sales comp enablement materials and deliver enablement through live training, commission estimators, knowledge articles, and sales onboarding content. Benchmark comp practices and performance metrics against industry peers to ensure competitiveness. Identify opportunities for process improvement, and recommend solutions leveraging best practices. Qualifications
Proven ability to develop and manage compensation plans that attract, retain, and motivate top talent while aligning to strategic business goals. 10+ years of experience in global sales compensation operations, ideally in a high-growth or enterprise SaaS environment. Deep expertise in sales comp design and administration across international markets and sales functions. Strong leadership presence and the ability to influence cross-functional stakeholders and executive leadership. Experience with Xactly, Salesforce (SFDC), and financial systems; strong Excel and modeling skills. Working knowledge of GAAP accounting principles related to commissions and revenue recognition. Excellent communication skills - both written and verbal - with the ability to simplify complex topics. Bachelor's degree in Business, Finance, Accounting, or a related field. Please note
this is a hybrid role with onsite expectations of 3x/week (Tue - Thurs) from our San Mateo headquarters. Additional Information
This role is based in the San Francisco Bay Area, and the expected base salary range for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. This role is also eligible for a target bonus. Compensation Package $207,600 - $298,000 Base Salary Freshworks Benefits:
Freshworks offers multiple options for medical, dental, vision, disability and life insurance. Flexible time off (plus paid US holidays), commuter benefits (attached to a flexible spending account) and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits. Equal Opportunity
At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.
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