Sales Operations Manager

Company Description Organizations everywhere struggle under the crushing costs and complexities of solutions that promise to simplify their lives To create a better experience for their customers and employees To help them grow Software is a choice that can make or break a business Create better or worse experiences Propel or throttle growth Business software has become a blocker instead of ways to get work done There s another option Freshworks With a fresh vision for how the world works At Freshworks we build uncomplicated service software that delivers exceptional customer and employee experiences Our enterprise-grade solutions are powerful yet easy to use and quick to deliver results Our people-first approach to AI eliminates friction making employees more effective and organizations more productive Over 72 000 companies including Bridgestone New Balance Nucor S P Global and Sony Music trust Freshworks customer experience CX and employee experience EX software to fuel customer loyalty and service efficiency And over 4 500 Freshworks employees make this possible all around the world Fresh vision Real impact Come build it with us We are seeking a strategic and execution-focused Sales Compensation Manager to manage our B2B SaaS sales compensation programs end-to-end You will play a central role in designing planning executing and analysing compensation plans across multiple GTM teams and roles AE AM CSM BDR Channel Managers etc This individual will collaborate cross-functionally with Sales Sales Operations and Sales Finance to ensure compensation plans are aligned with business goals scalable and compliant with financial targets Key Responsibilities 1 Plan Design Alignment Assist in the annual and mid-year Sales Compensation Plan design lifecycle for all GTM roles Collaborate with Sales and Finance leaders to align OTE structures quota setting philosophy and pay mix strategies to corporate goals Deploy territory-specific and role-specific incentive structures quota-based MBO SPIFFs hybrid 2 Quota Planning Consolidation Partner with broader Sales Ops to consolidate quotas across the Sales organization and validate hierarchical rollup Validate over-assignments capacity models and quota coverage vs AOP at each GTM layer Ensure timely submission of quota packages to Sales Finance 3 Execution Administration Oversee monthly quarterly commissions cycle including approvals validation of manual attainment metrics and audit tracking Coordinate with Sales Comp Finance to ensure timely and accurate pay-outs Support exception handling mid-cycle plan changes and new hire ramp-up models 4 Monitoring Effectiveness Track and report on attainment vs payout trends compensation cost of sale CCOS and incentive programs ROI Assist in Commission QBRs with Sales and Executive Leadership with actionable insights Monitor plan effectiveness and suggest mid-course corrections or new comp levers e g accelerators caps clawbacks 5 Systems Tools Compliance Operate within Sales Compensation platforms like Xactly Incent Ensure data hygiene and alignment between CRM Finance systems and Compensation management tools Support audits and internal controls to maintain compliance and fairness in pay Qualifications Good to Have Prior experience in public SaaS companies or fast-scaling startups Certification in Sales Compensation e g CSCP WorldatWork Xactly Certified Expert Additional Information At Freshworks we have fostered an environment that enables everyone to find their true potential purpose and passion welcoming colleagues of all backgrounds genders sexual orientations religions and ethnicities We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant richer environment that boosts the goals of our employees communities and business Fresh vision Real impact Come build it with us