Job Description
You’ve built the models. You’ve stress-tested the plans. You’ve sat across from a skeptical sales rep and explained exactly why their commission payout is what it is and walked away with their trust. You love this stuff, and frankly, you’re really good at it. Now you just need a place that’s actually ready for someone like you.
Welcome to Expel! We believe sales compensation should be a strategic lever, not just a spreadsheet exercise (though let’s be honest, we love a good spreadsheet). We’re looking for a Principal Sales Compensation Manager who’s ready to own our global commissions program end to end: strategy, design, execution, and everything in between. You’ll sit within Finance while working shoulder to shoulder with Revenue, FP&A, Employee Experience, and beyond. You won’t just be running the numbers. You’ll be shaping how we go to market. No big deal. (Okay, it’s kind of a big deal.)
What Expel can do for you
- Give you a real ownership stake in building and evolving a compensation program that directly impacts our revenue growth
- Surround you with collaborative, curious people who actually want to hear your ideas
- Provide the visibility and influence that comes with being a trusted partner to Sales leadership and Finance alike
- Ensure you get the support, mentoring, and feedback to make you successful
What you can do for Expel
- Lead the strategy, design, and execution of our global sales compensation program from plan design through payout
- Partner with Revenue Ops, Sales Leadership, and FP&A to build competitive, data-driven compensation plans that motivate our sellers and align with our growth goals
- Own accurate, timely commission calculations and payments for our Revenue team, and field the tough follow-up questions with transparency and care
- Roll out new commission plans and spiffs with clear communication and documentation that earns trust across the org
- Drive our Incentive Compensation Management (ICM) tool strategy, owning configuration, enhancements, and the overall roadmap
- Build performance reporting and analytics that surface meaningful insights for leadership
- Develop and maintain process documentation and internal controls to keep our commissions cycle healthy and scalable
What you should bring with you
- 7+ years of professional experience, with at least 5 focused on sales compensation, including owning strategy and execution for a sales org with 150+ commissionable employees
- Deep expertise in sales compensation plan design, quota management, and commissions modeling
- Salesforce.com experience (required) and hands-on experience with CaptivateIQ (required); CaptivateIQ certification is a big plus
- Experience at a SaaS company (required); you know how recurring revenue businesses work and how comp programs need to evolve with them
- Familiarity with financial systems like Sage Intacct and how they connect to the broader rev ops ecosystem
- The ability to translate complex models and comp concepts into clear, compelling language that resonates with reps, leaders, and finance partners alike
- A curious, creative, bold mindset; you ask great questions before jumping to solutions, and you’re always looking for a better way
- Bachelor’s or postgraduate degree, or a compelling story
Additional information
The base salary range for this role is between $138,800 USD and $201,300 USD + bonus eligibility and equity.
We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.
Applicants must reside within the continental United States and can work remotely from home. Occasional travel will be required.
We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, age, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.
We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.
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Salary Range
$138,800—$201,300 USD
