Posted on 
Jun 6, 2024

Manager, Sales Incentive Compensation and Planning, CarOffer

Dallas
Manager
Finance, Sales/Biz Dev
CarGurus
CarGurus
CarGurus
Public
1001-5000
E-Commerce

Car shopping is complicated. At CarGurus, we use data and technology to make it simple, giving people the tools they need to confidently find, buy, finance, or sell a car.

Job Description

 

 CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. 

This is a hybrid position based out of our Addison, TX office.  

  

Role overview

As a Manager, Compensation Planning you will be part of the Revenue Operations organization and lead the team focused on commission planning for our Sales team. You will be focused on commission administration, analysis, commission process efficiency, and more. You will support the continued evolution of our sales go-to-market strategy. Success in this role requires an analytical approach, intellectual curiosity, self-direction, and diligent work ethic as well as the ability to lead a high-performing team of Commissions analysts.

What you'll do

  • Lead and mentor a team of Compensation Analysts, providing guidance, support, and coaching to ensure high performance and professional growth.
  • Foster a collaborative and inclusive team environment that encourages innovation and continuous improvement.
  • Own the monthly commission cycles for multiple plans and different roles
  • Manage the end-to-end process of commission calculations, ensuring accuracy and timeliness in payments to sales representatives. Collaborate with Finance and Sales teams to validate commission data and resolve any discrepancies.
  • Utilize analytical tools and techniques to analyze commission data, identify trends, and provide insights to support decision-making. Generate regular reports and dashboards to communicate key performance metrics to stakeholders
  • Partner with Sales leadership to understand business objectives and contribute to the development of sales go-to-market strategies. Provide analytical support for evaluating sales performance, territory planning, and incentive programs.
  • Ensure attainment analysis is executed across teams for management
  • Run quarterly commission analysis actual vs budget
  • Responsible for commission plan issuance
  • Involved in the planning of compensation policy
  • Identify and drive initiatives to continuously improve, automate, and scale commissions
  • Be a trusted liaison with sales teams, FP&A, and other functional teams to represent commissions in all interactions
  • Proactively anticipate new processes/systems trends within commissions that can drive productivity and build new ways to measure the business
  • Ensure compliance with internal policies, as well as external regulations, related to commission payments and incentives. Maintain accurate records and documentation to support audit requirements.

What you'll bring

  • 5+ years of experience in commission administration, financial analysis, or sales operations, preferably in a software or technology company with demonstrated leadership experience, being an expert with a revenue style model and regional structure with field sales and account managers.
  • Bachelor's degree in Business Administration, Finance, Accounting, or a related field
  • Proficiency in data analysis tools such as Excel, SQL, or BI platforms (e.g., Tableau, Power BI).
  • Strong understanding of sales compensation principles and incentive structures.
  • Strategic thinker with the ability to translate business objectives into actionable commission plans and strategies.
  • Detail-oriented with a focus on accuracy and data integrity.
  • Familiarity with regulatory requirements related to commission payments (e.g., SOX compliance).
  • Experience working with CRM systems (e.g., HubSpot, Salesforce) and commission management software is a plus.

 

Who we are

At CarGurus (NASDAQ: CARG), our mission is to give people the power to reach their destination. We started as a small team of developers determined to bring trust and transparency to car shopping. Since then, our history of innovation and go-to-market acceleration has driven industry-leading growth. In fact, we’re the largest and fastest-growing automotive marketplace, and we’ve been profitable for over 15 years.

What we do

The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step. That includes everything from the sale of an old car to the financing, purchase, and delivery of a new one. Today, tens of millions of consumers visit CarGurus.com each month, and ~30,000 dealerships use our products. But they're not the only ones who love CarGurus—our employees do, too. We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth. Disrupting a trillion-dollar industry requires fresh and diverse perspectives. Come join us for the ride!

 


CarOffer
fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. 

This is a hybrid position based out of our Addison, TX office.

Role overview

As a Manager, Compensation Planning you will be part of the Revenue Operations organization and lead the team focused on commission planning for our Sales team. You will be focused on commission administration, analysis, commission process efficiency, and more. You will support the continued evolution of our sales go-to-market strategy. Success in this role requires an analytical approach, intellectual curiosity, self-direction, and diligent work ethic as well as the ability to lead a high-performing team of Commissions analysts.

What you'll do

  • Lead and mentor a team of Compensation Analysts, providing guidance, support, and coaching to ensure high performance and professional growth. 
  • Foster a collaborative and inclusive team environment that encourages innovation and continuous improvement.
  • Own the monthly commission cycles for multiple plans and different roles
  • Manage the end-to-end process of commission calculations, ensuring accuracy and timeliness in payments to sales representatives. Collaborate with Finance and Sales teams to validate commission data and resolve any discrepancies.
  • Utilize analytical tools and techniques to analyze commission data, identify trends, and provide insights to support decision-making. Generate regular reports and dashboards to communicate key performance metrics to stakeholders
  • Partner with Sales leadership to understand business objectives and contribute to the development of sales go-to-market strategies. Provide analytical support for evaluating sales performance, territory planning, and incentive programs.
  • Ensure attainment analysis is executed across teams for management
  • Run quarterly commission analysis actual vs budget
  • Responsible for commission plan issuance
  • Involved in the planning of compensation policy
  • Identify and drive initiatives to continuously improve, automate, and scale commissions
  • Be a trusted liaison with sales teams, FP&A, and other functional teams to represent commissions in all interactions
  • Proactively anticipate new processes/systems trends within commissions that can drive productivity and build new ways to measure the business
  • Ensure compliance with internal policies, as well as external regulations, related to commission payments and incentives. Maintain accurate records and documentation to support audit requirements.

What you'll bring

  • 5+ years of experience in commission administration, financial analysis, or sales operations, preferably in a software or technology company with demonstrated leadership experience, being an expert with a revenue style model and regional structure with field sales and account managers.
  • Bachelor's degree in Business Administration, Finance, Accounting, or a related field
  • Proficiency in data analysis tools such as Excel, SQL, or BI platforms (e.g., Tableau, Power BI).
  • Strong understanding of sales compensation principles and incentive structures.
  • Strategic thinker with the ability to translate business objectives into actionable commission plans and strategies.
  • Detail-oriented with a focus on accuracy and data integrity.
  • Familiarity with regulatory requirements related to commission payments (e.g., SOX compliance).
  • Experience working with CRM systems (e.g., HubSpot, Salesforce) and commission management software is a plus.

 

Working at CarGurus

We reward our Gurus’ curiosity and passion with best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us. Our career development and corporate giving programs, as well as our employee resource groups (ERGs) and communities, help people build connections while making an impact in personally meaningful ways. A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being. Thoughtful perks like daily free lunch, a new car discount, meditation and fitness apps, commuting cost coverage, and more help our people create space for what matters most in their personal and professional lives.

We welcome all

CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential—starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That’s why we hope you’ll apply even if you don’t check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only you can bring to CarGurus. #LI-Hybrid

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Finance
Finance
Sales/Biz Dev
Sales/Biz Dev
Hybrid
Hybrid