Sales Compensation & Operations Analyst

Job Summary

 

The Revenue Operations Analyst plays a dual role: owning the end-to-end process for calculating, validating, and communicating sales commission payouts, while also proactively identifying opportunities to improve revenue efficiency across NORAM. On the compensation side, this role ensures accurate and timely payouts across SoftwareOne and Crayon sales organizations in accordance with company policies. On the efficiency side, this role drives continuous improvement by analyzing operational spend, identifying process inefficiencies, and recommending changes that help the organization get more value from every dollar and every hour invested.

 

Role & Responsibilities Ability to travel up to 10% Commission Calculation & Processing

• Calculate and communicate monthly commission payouts for Crayon sales teams and quarterly commission payouts for SoftwareOne sales teams in accordance with approved compensation plans and company policies.
• Process commissions based on invoices received and apply payment-based compensation adjustments in accordance with company policies and timelines.
• Administer manual commission payment processes, including reconciling large data reports, matching revenue to sellers, and ensuring accurate and timely payments.
• Reconcile bookings, billings, payments, incentives, and financial data to ensure accuracy and completeness.
• Prepare and distribute commission statements and respond to seller inquiries or disputes in a timely, professional manner.

Reporting & Analytics

• Provide accurate, validated compensation and attainment data to support reporting and analytics across all Crayon and SoftwareOne sellers, ensuring stakeholders have visibility into compensation results, quota attainment, and incentive performance.
• Administer and audit all incentives reporting to ensure accurate and timely attainment visibility.
• Provide recurring analytics and insights to stakeholders, including Sales Leadership, Revenue Operations, Finance, and People & Culture.
• Identify discrepancies, trends, and risks, and proactively recommend corrective actions.

Revenue Efficiency & Cost Analysis

• Analyze operational spend, resource allocation, and process efficiency across the region, identifying opportunities to reduce costs, eliminate redundancy, and improve how the organization converts investment into revenue.
• Audit tool and subscription spend across the region, identifying unused licenses, redundant capabilities, and opportunities to consolidate or eliminate.
• Analyze where sellers lose the most time to non-selling activity (approvals, data entry, process bottlenecks) and partner with RevOps to reduce friction.
• Analyze account and segment profitability to inform territory Design, resource allocation, and investment prioritization decisions.
• Partner with Finance on tool spend governance, supporting the monthly cost-management cycle and EBITDA delivery targets.

Quota & Forecasting Support

• Support quota administration processes, including data preparation, baseline validation, and quota distribution calculations.
• Assist with forecasting data preparation and reconciliation, building depth and redundancy in critical RevOps capabilities.
• Contribute to continuous improvement of quota methodology and forecasting accuracy over time.

Policy, Governance & Controls

• Ensure compliance with commission policies, audit requirements, and internal controls.
• Partner with Territory Governance and Management to ensure quota and attainment attributions are clean and accurate each month and quarter.
• Document compensation and efficiency processes and continuously recommend improvements to reduce manual effort and cycle time.
• Partner with Finance on month-end close activities and commission-related accruals.

 

Success Criteria

 

• Monthly and quarterly commissions calculated accurately and delivered on time.
• High seller satisfaction with transparency and clarity of commission statements.
• Clean audit results and strong data integrity.
• Compensation data consistently clean and ready for reporting and analytics use by Sales and Leadership.
• Measurable identification of cost savings or efficiency gains (e.g., tool spend reduced, non-selling time eliminated, process bottlenecks removed).
• Continuous process improvements that reduce manual effort and cycle time.
• Growing proficiency in quota and forecasting processes.

 

Organizational Alignment

 

• This role reports to the Director of Revenue Operations.
• The analyst will partner closely with Revenue Operations, Territory Governance, Finance, and Data teams to ensure clean attribution, accurate reporting, full transparency for sellers, and measurable improvements to how efficiently we convert investment into revenue.