Sales Operations Analyst I

Sales Operations Commission Analyst

Role Summary

The Sales Operations Analyst will play a critical role in administering and supporting variable compensation programs and sales territory management across the U.S. and Canada. This individual will ensure accurate and timely commission payments, maintain data integrity across systems, and support territory design and execution to drive sales effectiveness.

This role requires a detail-oriented, analytically strong professional who is comfortable working with large datasets, complex compensation plans, and cross-functional stakeholders.

Core Responsibilities

Variable Compensation Administration

• Calculate and administer accurate, timely commission payments in accordance with approved compensation plans.


• Review, analyze, and validate commission-related data to ensure accuracy, completeness, and compliance with plan documents and accounting standards.


• Perform commission calculations, reconciliations, and analysis using incentive compensation systems (Varicent), advanced Excel, and SQL-based data querying tools to work with large datasets.


• Support commission audits and disputes by identifying anomalies, investigating root causes, and implementing corrective actions.


• Maintain a strong understanding of commission systems and end-to-end data flows to ensure data integrity across upstream and downstream platforms.


• Identify and implement opportunities to improve automation, efficiency, and accuracy within commission processes and reporting.


• Support testing and validation for system enhancements, compensation plan changes, and new product or program launches.


• Partner with Sales Operations, Finance, Accounting, Payroll, and Data teams to resolve discrepancies and respond to compensation-related inquiries.

Territory Design & Management

• Support the design and implementation of sales territories aligned to go-to-market strategy, coverage models, and business objectives.


• Collaborate with Sales Leadership, Finance, and other stakeholders to gather requirements and define effective territory structures.


• Analyze and maintain balanced territories using data-driven approaches, including revenue potential, account distribution, historical performance, and growth opportunity.


• Execute territory updates across systems, ensuring accuracy and alignment with compensation, quota, and reporting platforms.


• Document territory logic, methodologies, and system changes to ensure transparency, consistency, and auditability.


• Support territory adjustments driven by organizational changes, market dynamics, or new product introductions.

Field Sales Support

• Serve as a primary point of contact for field sales, managers, and cross-functional partners, delivering timely, accurate, and professional support.


• Respond to inquiries related to commissions, sales crediting, territories, and reporting, providing clear explanations and actionable guidance.


• Partner with HR and CRM team to support sales lifecycle events, including new hires, transfers, and terminations, ensuring accurate system setup and alignment.

Core Qualifications

• 2+ years of experience in Sales Operations, Finance, or a related analytical role.


• Hands-on experience with incentive compensation management systems (e.g., Varicent, Xactly, CaptivateIQ, or similar).


• Strong SQL skills with experience querying and analyzing large datasets across modern data platforms (e.g., cloud data warehouses, data lakes, or similar environments) using Databricks or similar applications.  


• Advanced proficiency in Excel,  experience with Power BI or similar reporting tools preferred.


• Exceptional attention to detail with a strong commitment to accuracy and data integrity.


• Ability to manage multiple priorities and meet tight, non-negotiable deadlines.


• Strong written and verbal communication skills, with the ability to clearly explain complex or sensitive topics to diverse audiences.


• Must be located in the Charlotte, NC area or the surrounding areas. 


• Must be comfortable commuting and working in a hybrid work arrangement. 

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