Sales Compensation Lead

ABOUT RETOOL Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows. At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components. Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for. Let's build the future together! WHY WE’RE LOOKING FOR YOU: We’re looking for a Manager of Sales Variable Compensation to bring structure, accuracy, and scalability to how we run incentives across our GTM organization. This role sits on a lean, high-impact Revenue Operations team where getting the fundamentals right really matters — and where strong operators can quickly expand their scope. You’ll start by owning and optimizing commission operations end-to-end, ensuring our sales team is paid accurately and on time, every time. From there, you’ll grow into a key partner in shaping compensation strategy — helping design plans that drive the right behaviors and scale with the business. WHO YOU’LL WORK WITH: You’ll partner closely with Sales Leadership, Finance, Accounting, and GTM teams. This role is highly cross-functional and visible, requiring tight alignment across stakeholders to ensure compensation processes run smoothly and support broader GTM priorities. WHAT YOU’LL DO: Operations & Administration (Primary Focus to Start) Own end-to-end commission operations, including monthly and quarterly calculations, validations, reconciliations, accruals, audits, and payouts — ensuring accuracy, compliance, and timeliness. Manage and resolve commission inquiries and disputes, serving as the escalation point for complex or sensitive issues. Administer and optimize Xactly including plan configuration, calculation logic, quota uploads, reporting, and UAT. Partner cross-functionally to ensure data accuracy and consistency across Salesforce, compensation tools, and reporting workflows. Maintain and improve documentation, SOPs, participant agreements, and compensation calculators. Plan Design & Strategy (Expanded Scope Over Time) Support the design and rollout of compensation plans, including quotas, territories, crediting rules, accelerators, SPIFFs, and MBOs. Partner with Sales Leadership and Finance to align plans with GTM strategy and business goals. Benchmark programs and support modeling of compensation scenarios to inform planning and decision-making. Contribute to presentations and insights shared with GTM and Finance stakeholders. Analytics & Reporting Build and maintain reports and dashboards to track quota attainment, payouts, and performance trends. Identify discrepancies, payout anomalies, and opportunities to improve plan clarity or reduce manual effort. Provide reliable, data-driven insights to support ongoing optimization of compensation programs and processes. THE SKILLSET YOU’LL BRING: Hands-on experience managing sales compensation operations in an ICM tool (Xactly strongly preferred, or similar platform). Experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations preferred but not required Strong working knowledge of Salesforce and how it feeds into compensation processes. Proven ability to run accurate, timely commission cycles with strong attention to detail. Solid analytical skills and comfort working with large, complex datasets. Experience partnering cross-functionally with Sales, Finance, Accounting, and GTM teams. Ability to thrive in a lean, high-impact environment where you can own processes end-to-end. Clear, effective communication skills — especially when navigating sensitive compensation topics. For candidates based in the United States, the pay range(s) for this role is listed below and represents base salary range for non-commissionable roles or on-target earnings (OTE) for commissionable roles. This salary range may be inclusive of several career levels at Retool and will be narrowed during the interview process based on a number of factors such as (but not limited to), scope and responsibilities, the candidate’s experience and qualifications, and location. Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Retool provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans. The base pay range for this role is $137,160 – $233,800 per year. Retool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page! Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.