Sr. Sales Operations Specialist - 896

The Sr. Sales Operations Specialist is responsible for designing, implementing, and managing scalable sales commission plans for Lightcast’s Revenue organization, including both Sales and Customer Success. This role ensures that incentive structures align with company goals and oversees the systems, processes, and data infrastructure required to deliver accurate monthly commission payments. In addition to providing data-driven insights to leadership, this position may also expand to include managing territory and quota planning, currently overseen by the sales organization. The role collaborates closely with cross-functional partners across Revenue, Finance, and HR to drive alignment between strategic objectives, financial planning, and operational execution.

Major Responsibilities:

1. Incentive Design & Strategy
2. Design and implement scalable, goal-aligned incentive plans for Sales and Customer Success teams (AEs, AMs, and team leaders).
3. Redesign and manage the transition away from existing commission structures as needed.
4. Partner with the Revenue organization on special incentive programs.
5. Program Ownership
6. Lead the end-to-end incentive lifecycle: design, systems architecture, data integrity, analytics, governance (plans, policies, documentation), and continuous improvement.
7. Own the annual commission planning process in partnership with Revenue, HR, and Finance—including headcount, quotas, territories, compensation models, and change management.
8. Operational Execution
9. Ensure data accuracy and timely monthly commission calculations.
10. Forecast commissions and conduct historical performance analysis.
11. Administer and optimize CaptivateIQ, including individual commission statements and executive dashboards.
12. Provide strategic insights to support sales strategy, client success, and GTM (go-to-market) execution.
13. Identify and resolve operational bottlenecks; recommend and implement process or technology enhancements.
14. Stakeholder Engagement & Compliance
15. Serve as a strategic advisor to sales leadership and senior executives.
16. Deliver regular insights and actionable recommendations.
17. Maintain compliance with reporting standards and data privacy regulations across all sales operations activities.
18. Potential Future Responsibilities
19. Administration of additional incentive programs (e.g., corporate bonus plans, professional services incentives)
20. Territory management for Sales and Customer Success
21. Quota management for Sales and Customer Success

Education and Experience:

1. Bachelor\’s degree required; MBA or advanced degree preferred
2. 6+ years of experience in Sales or Revenue Operations within high-growth B2B SaaS or technology environments
3. Demonstrated success in incentive design and commission management
4. Experience supporting global revenue teams strongly preferred
5. Proven ability to design and scale operational processes in fast-paced, dynamic environments
6. Advanced data analysis skills
7. Strong cross-functional collaboration, with the ability to build trust and influence at all organizational levels
8. Excellent communication, problem-solving, and project management capabilities

Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) and offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions, and companies, and our communities. Lightcast is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.

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