WatchGuard

Sr. Manager, Sales Compensation & Strategy

Seattle, Washington · Senior

Sponsorship not specifiedDetected 46 days ago

Data VisualizationSalesFinancial ModelingM&AFP&AERPCompensationLeadershipCommunication

About the role

Reporting to the VP of Business Operations, this role sits at the intersection of Sales, Marketing, Finance, and Revenue Operations, ensuring our incentive plans are aligned with company strategy, financially sound, and built to scale.
A Day in the Life No two days look quite the same in this role.
You move fluidly between strategic, big-picture modeling and the detailed, hands-on work that keeps commissioned team members paid accurately and on time.

Lead the planning, modeling, and execution of sales compensation programs across a global commission population of 200+ employees.
Drive the transition of compensation structures from TCV-based to ARR-based metrics, including modeling the financial and behavioral impact of the change.
Build financial models to evaluate new routes to market, sales team structures, and the compensation impact of M&A activity.
Serve as a cross-functional partner across Sales, Marketing, Finance, and Revenue Operations to ensure compensation strategy supports broader go-to-market goals.
Partner with the commissions team to operationalize approved plans, translating plan design into clear calculation logic, documentation, and payout processes so commissions are calculated accurately and paid on time.
Deep expertise in sales compensation plan design, modeling, and execution for sizable, distributed sales teams.
Demonstrated ability to partner cross-functionally across Sales, Marketing, Finance, and Revenue Operations.

Analyze current compensation plans for effectiveness, cost, and alignment with company objectives, and recommend improvements.
Identify and close process gaps in compensation planning, governance, and administration.
Strong financial modeling skills, including modeling new routes to market, team structures, and M&A impacts.

Proficiency with Tableau and/or Power BI for reporting and analysis.
Excellent analytical, communication, and stakeholder-management skills.
Comfort operating with ambiguity and driving process improvements in a fast-moving environment
Familiarity with ARR-based metrics and recurring-revenue business models preferred.
Exposure to sales compensation platforms and FP&A/ERP systems preferred.
10+ years of experience in sales compensation, sales strategy, sales finance, or a closely related field.
Track record of owning compensation programs for large, distributed commission populations.
Experience supporting a B2B SaaS or recurring-revenue business preferred.

Partner with FP&A and Sales leadership on the Annual Operating Plan (AOP) process, including quota setting, capacity planning, and cost modeling.

This listing is sourced directly from WatchGuard's careers page and normalized into a canonical job model.