Sales Compensation Manager Systems and Analytics

About the job

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.
Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.
Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We’re looking for a As the Manager of Sales Compensation Systems and Analytics, you’ll operate at the center of go-to-market execution —- owning the systems, data, and analytics that power how Fivetran + dbt labs pays its sellers and measures performance against quota. You’ll build and scale the compensation infrastructure, deliver accurate and timely commissions, and provide insights that inform plan design and executive decisions. You’ll partner closely with Sales Leadership, Revenue Operations, Sales Strategy, Revenue Accounting, Payroll, Legal, and Analytics.

This role reports to the Sr. Director, Global Sales Compensation and blends sales compensation administration, systems ownership, data analytics, and operational execution. You’ll drive the automation and accuracy of our commission processes, help scale our compensation platform for a hybrid pricing motion that includes both subscription contracts and usage-based (consumption) revenue, and support high-visibility initiatives across the function.

This is a high-impact role ideal for someone who is passionate about leveraging systems, data, and analytics to motivate sales performance and drive operational excellence in a high-growth, cross-functional environment.

This is a full-time role with opportunities to connect and build as a team.

What You’ll Do

• Compensation Systems Ownership: Own the configuration, administration, and roadmap of our sales compensation platform (e.g., Xactly, CaptivateIQ, Varicent, or similar), including plan builds, crediting rules, quota and territory loads, and integrations with Salesforce, the data warehouse, and HRIS/Payroll. Partner with Systems and IT on releases, testing, and enhancements.
• Commission Operations: Oversee the end-to-end monthly and quarterly commission calculation, validation, and payout cycle, ensuring accuracy, timeliness, and compliance with plan documents, including crediting for subscription and consumption-based bookings, overages, and renewals
• Plan Design Support: Partner with Sales Strategy, Finance, and GTM leadership to model, build, and launch annual and in-year compensation plans, quota structures, and SPIFs; quantify cost of sales and the financial impact of plan changes.
• Analytics & Insights: Deliver analysis on plan effectiveness, attainment distribution, pay-for-performance alignment, quota capacity, and comp cost as a percent of ARR/bookings to inform decisions by the CRO, CFO, and Sales Leadership.
• Accruals & Forecasting: Partner closely with Revenue Accounting and FP&A on commission accruals, ASC 340-40 capitalization, variance analysis, and forecast-to-actual tracking of variable compensation expense.
• Governance & Controls: Own SOX-compliant controls, audit readiness, plan documentation, and dispute resolution processes; ensure data integrity and reconciliation between source systems, the comp platform, and payroll.
• Automation & Reporting Infrastructure: Use AI tools, SQL (BigQuery), or Python to automate data pulls, build repeatable and auditable processes, and improve the accuracy, speed, and transparency of commission calculations; partner with Analytics, AI Transformation, and Systems on data quality and self-serve reporting.
• Seller Experience & Reporting: Create automated, executive-ready dashboards and statements (e.g., Looker, Tableau) that give sellers and managers clear, real-time visibility into attainment, earnings, and pipeline-to-pay, and that distill trends into actionable recommendations for GTM leadership.
• Team Leadership: Provide technical guidance, review work, and help raise the process and analytical standards of the Sales Compensation team

Skills We’re Looking For

• 5-7 years of experience in sales compensation, sales operations, revenue operations, or FP&A, with hands-on administration of a compensation platform
• Expert-level analytical modeling: builds compensation models from scratch, including cost-of-program scenarios, pay-positioning analysis, attrition and retention-risk modeling, and sensitivity and tradeoff analysis
• Built with AI: has personally used AI tools (LLMs, assistants, or automation and agent platforms) to build compensation tools, models, or workflows others rely on, and can explain how they work and how outputs were checked for accuracy
• Technical aptitude: working proficiency in SQL, Python, or similar scripting; experience with Salesforce, BI tools (e.g., Looker), and data warehouses (e.g., BigQuery, Snowflake) a plus
• Statistical judgment: knows when market data is credible or a sample is too small, and presents ranges without false precision
• Compensation expertise: job architecture, compensation frameworks, market pricing, pay cycles, global compensation practices, and pay-for-performance design, with knowledge of competitor compensation at high-growth tech companies
• Reasons from first principles: balances best practice with what the business needs and can rebuild a framework when the standard approach does not fit
• Trusted advisor to senior leaders on sensitive, high-stakes compensation decisions (offers, promotions, retention, org changes), influencing outcomes through data and judgment rather than authority
• Operational excellence: connects systems, stakeholders, and programs to deliver compensation end to end, accurately and on time
• Clear communicator: turns complex analysis into a crisp recommendation an executive can act on in one conversation
• Experience with usage-based or consumption pricing models and the associated compensation design challenges strongly preferred

Bonus Skills​

• Experience with Tableau or other BI tools, or building dashboards for leaders
• Experience supporting GTM or sales organizations at a high-growth tech company
• Experience scaling compensation programs through hypergrowth, IPO, or major organizational change
• Background in a quantitative field (e.g., finance, statistics, engineering), or equivalent experience

Perks and Benefits