Manager - Sales Commission

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.

The Revenue Operations team is one of the fastest-growing, high-impact teams within the organization. The Revenue Operations  – Sales Compensation team is looking for a passionate and highly motivated professional to join the group.

This role will focus on deal attribution, quota review and consolidation, incentive plan assignment, and sales compensation reporting and analysis. The role will also drive rollout and enablement of compensation plans, while partnering closely with regional operations teams to ensure accuracy, consistency, and transparency across sales data, quota management, and compensation processes.The ideal candidate is analytical, detail-oriented, and collaborative, with strong problem-solving skills and a hunger to learn in a fast-paced environment.

The role involves close collaboration with global stakeholders across multiple time zones, requiring strong communication skills, adaptability, and proactive coordination.

Key Responsibilities

• Manage quota consolidation across regions by partnering with Regional Sales Operations teams to collect, summarize, and reconcile quota submissions. Ensure quotas are validated, aligned with corporate targets, and finalized for compensation planning and reporting.

• Review and validate regional quota allocations through detailed analysis, variance checks, and governance controls to ensure alignment with corporate planning assumptions and compensation frameworks.

• Build and maintain bookings roll-up hierarchy aligned with organizational reporting structures, working closely with Regional Sales Operations teams to ensure bookings are correctly attributed and roll up to the appropriate managers, leadership teams, and reporting levels.

• Lead data validation, reconciliation, and variance analysis efforts, proactively identifying root causes of discrepancies across CRM, bookings reporting, and commissions systems while driving timely resolution with relevant stakeholders.

• Partner cross-functionally with Sales, Finance, CRM Operations, HR Operations, Sales Operations, and Commissions Operations to ensure alignment, data integrity, and consistent processes across global regions and time zones.

• Lead the design, build, and maintenance of sales compensation reporting and dashboards, providing leadership and field teams with clear visibility into quotas, attainment, bookings performance, earnings, and revenue trends.

• Partner closely with Commissions Operations to ensure seamless data handoffs, accurate incentive calculations, and timely validations during commission cycles.

• Serve as a subject matter expert for quota governance and inquiries, guiding sales representatives and stakeholders on quota allocations, adjustments, and policy interpretation while ensuring timely resolution of requests within defined SLAs.

• Support executive and leadership reviews, including QBRs and compensation reviews, by preparing consolidated performance summaries, bookings insights, and data-driven narratives.

• Drive sales enablement for compensation plans, ensuring sales teams clearly understand incentive structures, performance metrics, and expectations.

• Deliver ad hoc analyses and strategic insights to support quarterly planning, forecasting, compensation planning, and key revenue initiatives.

• Own and enhance process documentation, audit readiness, and governance, ensuring strong controls, reporting accuracy, and continuous improvement in data quality and operational processes.

• Bachelor’s degree in Business, Finance, Economics, Engineering, or a related quantitative discipline.

 

• 8+ years of experience in Sales Commissions, Revenue Operations, CRM Operations, Business Analysis, or a related role within a SaaS or technology environment, with demonstrated ownership of complex workflows.

 

• Strong working knowledge of CRM systems (Salesforce preferred) and related data structures.

 

• Advanced proficiency in Excel or Google Sheets, including complex data modeling, reconciliation, and analysis.

 

• Working knowledge of SQL and BI tools (Tableau, Looker, Power BI) is a strong plus.

 

• Solid understanding of commission calculation logic, incentive plan structures, and sales performance metrics.

 

• Experience with sales compensation platforms such as Xactly, Varicent, or Anaplan is a plus.

 

• Proven analytical and problem-solving skills, with the ability to translate data into actionable insights.

 

• Excellent communication and stakeholder management skills, with experience collaborating across functions and geographies.

 

• Strong business acumen, high ethical standards, and a team-oriented mindset.

 

• Self-driven, detail-oriented, and curious, with a proactive approach to learning and continuous improvement.

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.