Sales Compensation & Incentive Programs Manager

Why work at Nebius
Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Where we work
Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

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.

Key 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.

Sales Enablement & Documentation

• Maintain Sales Excellence knowledge portal.


• Support onboarding of Sales Enablement resources.


• Ensure a single source of truth for sales compensation documentation.

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

What we offer 

• Competitive salary and comprehensive benefits package.


• Opportunities for professional growth within Nebius.


• Flexible working arrangements.


• A dynamic and collaborative work environment that values initiative and innovation.

We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!