At a Glance
- Tasks: Lead the administration and improvement of sales compensation programs while collaborating with various teams.
- Company: Join a tech-driven company focused on meaningful change and innovation.
- Benefits: Enjoy competitive salary, bonuses, career development, and flexible working hours.
- Other info: Be part of an inclusive culture that values diverse perspectives and personal growth.
- Why this job: Make a real impact by optimising sales compensation processes and enhancing team collaboration.
- Qualifications: 5+ years in sales compensation or related roles; experience with CaptivateIQ preferred.
The predicted salary is between 40500 - 49500 £ per year.
Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change. By combining world-class engineering, industry expertise and a people-centric mindset, we consult and partner with leading brands from various industries to create dynamic platforms and intelligent digital experiences that drive innovation and transform businesses. From prototype to real-world impact - be part of a global shift by doing work that matters.
Position Summary
The Sales Incentive Operations Lead is responsible for leading the administration, governance, and continuous improvement of Endava's sales compensation programs. This role owns the day-to-day operation of the sales compensation process, ensuring accurate, timely, and transparent commission calculations while partnering closely with Sales Leadership, Finance, Total Rewards and Revenue Operations. The role also serves as the product owner for CaptivateIQ, ensuring the platform is effectively configured, maintained, and optimized to support evolving compensation plans, business processes, and reporting requirements.
Key Responsibilities
- Sales Compensation Administration
- Own the end-to-end administration of sales compensation plans, ensuring accurate and timely commission calculations, approvals, and payouts.
- Administer and maintain compensation rules, calculations, quotas, territories, and incentive plans within CaptivateIQ.
- Partner with Payroll and Finance to ensure accurate commission processing and financial reconciliation.
- CaptivateIQ Platform Ownership
- Serve as the primary business owner and administrator for CaptivateIQ.
- Configure and maintain compensation plans, calculation logic, quotas, accelerators, crediting rules, and workflows.
- Partner with the CaptivateIQ vendor and internal technology teams to implement enhancements, troubleshoot issues, and support new functionality.
- Manage system releases, testing, user acceptance testing (UAT), and ongoing platform optimization.
- Compensation Governance
- Establish and maintain governance processes to ensure compensation plans are administered consistently and in accordance with approved policies.
- Manage compensation exceptions, disputes, adjustments, and approvals while maintaining appropriate audit controls.
- Support internal and external audits related to compensation plans and commission calculations.
- Quota & Target Management
- Partner with Revenue Operations, Sales Leadership, Finance, and Total Rewards to administer annual quotas, in-year target adjustments, territory changes, and organizational updates.
- Ensure alignment between quotas, compensation plans, organizational hierarchy, and CRM data.
- Reporting & Analytics
- Develop and maintain compensation reporting, dashboards, and analytics including quota attainment, commission forecasting, payout analysis, plan effectiveness, and exception reporting.
- Provide regular insights to Sales Leadership, Finance, Total Rewards and Executive Leadership.
- Identify trends, anomalies, and opportunities to improve compensation effectiveness and operational efficiency.
- Cross-Functional Partnership
- Collaborate with Sales Leadership, Finance, Total Rewards, Revenue Operations, and Technology to support compensation strategy and operational execution.
- Act as the primary point of contact for compensation-related questions, plan interpretation, and policy guidance.
- Support annual compensation planning, plan rollouts, and communication to the sales organization.
- Process Improvement & Automation
- Identify opportunities to streamline and automate compensation administration through system enhancements and improved integrations.
- Partner with Revenue Operations to improve connectivity between CaptivateIQ, CRM (Ensight), CPQ, Finance, HRIS, and reporting platforms.
- Leverage automation and AI-enabled capabilities to improve accuracy, scalability, and the overall seller experience.
Success Measures
- Accurate and timely commission calculations and payouts.
- High user confidence in CaptivateIQ and compensation reporting.
- Well-governed, audit-ready compensation processes.
- Improved operational efficiency through automation and system enhancements.
- Strong cross-functional partnership across Sales, Finance, Total Rewards, Technology, and Revenue Operations.
- Increased transparency, scalability, and seller satisfaction with the compensation experience.
Qualifications
- 5+ years of experience in Sales Compensation, Revenue Operations, Sales Operations, or a related commercial operations role.
- Hands-on experience administering CaptivateIQ (or a comparable sales compensation platform such as Xactly, Varicent, or Spiff).
- Strong understanding of sales compensation plans, quota administration, crediting rules, accelerators, commissions, and incentive design.
- Experience configuring compensation plans and calculation logic within CaptivateIQ.
- Strong analytical skills with advanced Excel and reporting experience; Power BI experience preferred.
- Experience partnering with Sales, Finance, Total Rewards Payroll, and Technology teams.
- Excellent problem-solving, organizational, and stakeholder management skills.
- Experience supporting system implementations, testing, and process improvements.
Preferred Qualifications
- Experience with CRM platforms (Microsoft Dynamics, Salesforce, or Ensight).
- Experience with CPQ solutions and commercial operations processes.
- Experience supporting enterprise reporting and compensation analytics.
- Familiarity with AI-enabled reporting, automation, and workflow tools.
Additional Information
Discover some of the global benefits that empower our people to become the best version of themselves:
- Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;
- Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
- Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
- Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
- Health: Global internal wellbeing programme, access to wellbeing apps;
- Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.
At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.
Sales Incentive Operations Lead in London employer: Endava
Endava is an exceptional employer, offering a dynamic work environment in Greater London that prioritises employee well-being and community engagement. With a strong focus on career development and hybrid working options, employees are empowered to thrive both personally and professionally while contributing to meaningful projects in the Media and Advertising sector.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Incentive Operations Lead in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Incentive Operations Lead at Endava, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Endava. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Incentive Operations Lead. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Incentive Operations Lead in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Endava:When writing your cover letter, make sure to tailor your message specifically for Endava. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Endava
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Endava that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Endava that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Endava’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
