Ookla
Ookla is a global leader in connectivity intelligence, offering unparalleled network insights through the combined expertise of Speedtest, Downdetector, RootMetrics, and Ekahau. Our datasets merge crowdsourced and controlled, public and private collection methods, QoS and QoE metrics, and more, unlocking correlations and actionable insights to help organizations optimize networks, enhance digital experiences, and create better connected experiences for end-users.
Our team is passionate and inspired by possibility. We seek team members who love solving problems, are motivated by challenges, and enjoy turning clever ideas into exceptional products. Working with us means using Ookla data and insights to advance our mission of better connectivity for all.
Role Overview
The Quota and Incentive Compensation Manager will play a critical role in shaping and maintaining a performance-driven culture within the Global Connectivity Division. You will be responsible for designing and managing sales quotas, developing incentive compensation plans, and ensuring accurate, transparent commission payouts. This role involves close collaboration with Sales Leadership, Finance, and Salesforce Admins to align plans with revenue targets, sales rhythms, and strategic goals across Ookla, Ekahau, and EMAPTA teams.
Key Responsibilities
1. Quota Planning & Management
o Design and deliver global, regional, and individual quota models by segment, sub-region, and Sales Director.
o Develop annual quota models to establish sales baselines and drive revenue planning.
o Maintain the integrity and adaptability of quota frameworks to reflect real-time account changes and organizational shifts.
2. Incentive Compensation Program Development
o Create annual compensation plans aligned with sales objectives and revenue targets.
o Partner with Salesforce Admins to implement quotas and ensure accurate monthly reporting.
o Calculate monthly commissions, manage payout models, and provide timely financial reporting.
3. Sales Analytics & Operational Support
o Lead account and territory management efforts, including the impact of account changes on quotas and performance.
o Track and analyze KPIs to evaluate sales performance and incentive effectiveness.
o Address sales team inquiries regarding commissions with clear, timely responses.
4. Process & Program Development
o Develop and enforce performance standards, engagement rules, and account management best practices.
o Support the creation of global account programs and scalable processes to ensure clarity and consistency across the sales organization.
Requirements
* Proven experience in sales operations, finance, or compensation planning, ideally in a high-growth B2B or SaaS setting.
* Strong analytical skills with the ability to interpret data, model scenarios, and forecast compensation impacts.
* Proficiency with CRM systems (preferably Salesforce), Excel/Google Sheets, and BI/reporting tools.
* Exceptional attention to detail, integrity in financial calculations, and confidentiality management.
* Collaborative, responsive, and adept at working cross-functionally in a dynamic environment.
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