Sales Compensation Manager

About the role:

Samsara's Sales Compensation Strategy team is looking for a curious, motivated and high-impact team player to join the team. Our team’s mandate is to design, implement, and manage the Go-to-Market organization’s incentive compensation program. We are a highly collaborative team that partners with sales leaders and cross-functionally to realize growing revenue targets, to scale the organization sustainably, and to address GTM challenges and opportunities as it relates to incentive compensation. 

At a high level, this role focuses on compensation policy strategy, the crediting framework for complex and non-standard deals, and exception governance.

We are a team that seeks to have an outsized impact on Samsara and we achieve that ambition through rigorous and ongoing skill development.

This is a remote position open to candidates residing in the US except Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C.  

You should apply if:

• You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.

In this role, you will: 

• Own Samsara's sales compensation policy strategy including the master policy set covering draws, leaves of absence, transfers, promotions, terminations, clawbacks, windfall thresholds, etc., driving an annual policy roadmap and the evolution of the compensation Terms & Conditions, and identifying where policy is missing, ambiguous, or producing the wrong selling behavior 
• Define and publish the crediting framework for complex and non-standard deals, including renewals versus net new ACV, overlay and specialist involvement, and split and pod scenarios, converting recurring case-by-case judgment into documented rules the field and the team can apply consistently
• Own correct application of policy across the comp and quota change lifecycle, and design the controls and audit approach that keep it accurate through system implementations and releases
• Build and manage the governance layer: precedent library, case decision log, exception committee materials, and audits of adjudication consistency across quarters and GTM functions
• Run the exception process and translate recurring exceptions into policy and plan design changes
• Own the sales compensation hub and field-facing enablement content 
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices

Minimum requirements for the role:

• 5 years of experience in analytical roles (e.g., Incentive Compensation, Consulting, Business Operations, Sales Operations) or a comparable policy and process role
• Bachelor’s degree from a 4-year accredited university
• Experience writing or owning policy, process documentation, or governance frameworks that other people rely on
• Experience with incentive compensation
• Strong analytical and logical reasoning skills, with sound judgment on ambiguous, precedent-setting cases
• Kind and collaborative orientation who is energized by working with a lot of different types of people from many teams (sense of humor is a big plus)
• Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline alone
• Deep comfort with AI and analytical tools (e.g., Claude, Tableau, Salesforce, Google Sheets, BigQuery) and/or willingness to expand skill set to tackle new problems 
• Comfortable with ambiguity and enthusiastic about improving efficiencies to increase sales
• Fully fluent in English

An ideal candidate also has:

• Insatiable drive and commitment to personal growth
• Experience operating inside a governance or committee structure (e.g., incentive compensation committee, or similar)
• Ability to build strong relationships with executives (SVP of Sales, Sales VPs, Sales Directors) and cross-functional partners
• High level of intellectual curiosity and honesty because we love to debate ideas. Losing a debate to a good argument is as exciting as winning one with a good argument
• Xactly experience is a plus!