Job Description
Company at a Glance
OpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.
At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.
The Sales Incentive Program (SIP) Senior Manager is responsible for the end-to-end strategy, governance and execution of the company’s global sales incentive programs. This role is responsible to ensure accuracy, transparency, and operational excellence across the process from quota setting through payout reconciliation while driving scalable systems and audit-ready practices.
As a critical cross-functional individual contributor, this role will partner closely with our Commercial leaders, Revenue Operations, CRM team, People team and Finance to ensure data integrity, alignment to business objectives, and timely execution of all plans. Reporting to the SVP, Strategy, the Senior Manager will also lead process optimization, strengthen governance frameworks, and enable data-driven decision-making to support a high-performing commercial organization.
Key Responsibilities
Partner with Leadership to design and model sales incentive plans aligned to business strategy. Conduct scenario modeling and cost simulations to evaluate plan effectiveness and financial impact.
Lead the end-to-end management of the quarterly incentive compensation cycles, ensuring accurate attainment calculations, rigorous data validation, and timely, error-free payout delivery.
Establish and maintain governance across all data sources (e.g. CRM, data warehouse, incentive tools) ensuring consistency and resolving discrepancies across quota attainments, MBO attainments and payout calculations.
In partnership with Commercial Leadership, Rev Ops leadership, People Leadership and Finance leadership, serve as the subject matter expert on sales incentive plans providing guidance to commercial leaders and employees. Lead the operationalization of quota setting, territory management, and MBO frameworks.
Develop and enforce a robust change control process for all related updates, including quota adjustments and exception handling. Ensure full documentation and compliance with internal controls and audit requirements.
Serves as the point of accountability for resolving program related inquiries and discrepancies. Leads the cross-functional resolution efforts, maintaining issue tracking, and driving timely , transparent outcomes.
Own dashboard and reporting framework in partnership with Revenue Operations, to monitor attainment accuracy, payout progress, and operational efficiency.
Prepare and deliver program summaries, committee materials, and approval communications. Translate complex data into clear, concise insights for senior leadership and stakeholders.
Partner with CRM, data and product teams to enhance system integrations, automate workflows, and improve scalability and reliability of program processes.
Own and maintain comprehensive documentation, including SOP’s, RACIs, and procedures ensuring consistency, transparency, and operational continuity.
Lead quarterly retrospectives and process reviews to identify inefficiencies, data gaps, and communication challenges. Drive continuous improvement initiatives across tools, process, and governance frameworks.
Required Minimum Qualifications
7-10 years of experience in Sales Compensation, Revenue Operations, Finance or related fields
Proven experience managing end-to-end sales incentive programs in a complex, data-driven environment
Strong understanding of sales incentive structures, quota setting and performance measurements
Experience working with CRM systems (e.g. Salesforce), data platforms (e.g. BiqQuery), and performance management tools.
Demonstrated ability to lead cross-functional initiatives and taking partnership with senior stakeholders to influence change
Strong analytical skills with attention to detail and data accuracy
Experience with audit requirements and compliance frameworks
Excellent communication skills, with the ability to translate complex data into executive-level insights
$133,000 - $156,630 a year
Pursuant to any state, local ordinance, or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation.
OpenX is committed to fair and equitable compensation practices. For all applicants, the base salary range is noted above, per year + bonus + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.
A summary of our benefits, which include medical, dental, vision, 401k, equity and more, can be viewed here: https://www.openx.com/company/careers/ A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.
OpenX VALUES
Our five company values form a solid bedrock serving to define us as a group and guide the company. Our values remind us that how we do things often matters as much as what we do.
WE ARE ONE
We are one team. There are no exceptions. We are a group of strong and diverse individuals unified by a shared mission. We embrace challenges and win together as a team. We respect and care about our colleagues and cultivate an inclusive culture
WE ARE CUSTOMER CENTRIC
We innovate on behalf of our customers. We understand, respect, and listen carefully to our customers. We build great products to solve our customers’ problems. We manage our customers’ expectations clearly and honestly. We are a trusted partner to all of our customers - we act with integrity at all times. We care.
OPENX IS OURS
We are all owners of OpenX
We all have a voice to improve OpenX
We stake our personal and professional reputations on the excellence of our work
We are not interested in just “doing our jobs”; we take ownership to drive results
WE ARE AN OPEN BOOK
We understand and respect what each of us does. We are eager to teach and share what we know with others, both internally and externally. We are eager to learn from others and we ask questions internally and externally.
WE EVOLVE FAST
We take responsible risks and own and learn from our mistakes. We recognize and repeat success. We actively seek out and provide constructive feedback. We adapt quickly and embrace change. We tackle growth and learning with real urgency. We are endlessly curious.
OpenX TRAITS
Our three traits capture what makes a great team member at OpenX.
HUMBLE
Ideal team players are humble and demonstrate integrity. They put the team’s success above their own, share credit generously, and value collective achievements. They are self-assured, open to coaching, and committed to continuous learning.
DRIVEN
Ideal team players are results-driven and motivated. They are curious, always seeking more to do, learn, and take on. As proactive problem-solvers, they take initiative without needing external motivation. They continuously think about the next steps and opportunities for improvement.
SMART
Ideal team players are smart and possess the intellectual acumen to understand the complexities of our organization and industry. They are interpersonally intelligent, good communicators, and exemplify sound judgment in their interactions across the company to foster a collaborative environment.
OpenX is committed to equal employment opportunities.
It is a fundamental principle at OpenX not to discriminate against employees or applicants for employment on any legally-recognized basis including, but not limited to: age, race, creed, color, religion, national origin, sexual orientation, sex, disability, predisposing genetic characteristics, genetic information, military or veteran status, marital status, gender identity/transgender status, pregnancy, childbirth or related medical condition, and other protected characteristic as established by law.
OpenX Applicant Privacy Policy
Applicants can review our Applicant Privacy Policy at any time by visiting the following link: https://www.openx.com/privacy-center/applicant-privacy-policy/.
Effective Date: November 21, 2024
