Sales Compensation & Performance Manager, Freight
Listed on 2026-05-16
-
IT/Tech
Business Systems/ Tech Analyst, Business Development, Data Analyst, Data Science Manager
Role Summary
The Sales Compensation & Performance Manager is responsible for the governance, execution, and analytics of all sales compensation and incentive programs. This role ensures that sales performance is measured accurately, compensation rules are executed consistently, and bonuses and commissions are calculated and paid in accordance with approved plans. The role operates as an independent, analytically driven function to ensure fairness, auditability, and trust in the compensation process.
Key Responsibilities- Translate approved compensation plans into clear and executable calculation logic.
- Own the performance measurement framework used for incentive and bonus evaluation.
- Define and maintain rules for:
- eligibility
- attainment calculations
- accelerators and thresholds
- modifiers and caps
- Ensure consistent application of compensation logic across all sales segments (Enterprise, Mid-Size and FBA Inbound).
- Calculate all variable compensation payouts (bonuses, commissions, SPIFFs, and special incentives).
- Manage monthly, quarterly, and annual payout cycles end-to-end.
- Prepare validated payout files and partner with Payroll to execute payments.
- Ensure payouts are delivered accurately and on schedule.
- Validate performance and revenue inputs used for compensation, including bookings, revenue, margin, retention, and activity metrics.
- Partner with Finance and Sales Leadership to reconcile data discrepancies.
- Maintain strong internal controls, validation procedures, and reconciliation processes for all compensation calculations.
- Act as the single owner of compensation calculation logic and supporting documentation.
- Maintain plan documents, calculation methodologies, exception logs, and approval records.
- Ensure adherence to internal policies and audit requirements.
- Support internal audits and leadership reviews related to compensation and incentive programs.
- Analyze attainment and payout distributions to assess:
- pay-for-performance alignment
- incentive effectiveness
- outliers and potential risk areas
- Produce leadership-level reporting on:
- attainment trends
- compensation cost and spend
- return on incentive investment
- Provide data-driven recommendations to improve compensation structures and incentive design.
- Own intake, review, and processing of compensation exception and adjustment requests.
- Ensure all exceptions are formally approved and fully documented.
Apply approved exceptions accurately within payout cycles.
- Partner closely with Sales Leadership, Finance, HR / People teams, and Payroll.
- Serve as the primary point of contact for compensation calculation and payout inquiries.
- Clearly explain how performance translates into pay using transparent and fact-based communication.
- Partner with Sales Operations and technology teams to improve automation of compensation calculations and validation processes.
- Contribute to roadmap initiatives that leverage analytics and AI to improve performance insights and compensation effectiveness.
- Support scalable compensation operations through improved data pipelines and tooling.
- 4+ years of people management experience
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field
- Experience in people management
- Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.
- Experience using Salesforce or other CRM tool
- Experience with Microsoft Office products and applications
- Experience designing business processes
- Experience in multiple organizational functions such as compensation, forecasting or organizational development
- Experience working within a high-growth, technology company
- Master's degree or equivalent
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Benefits and CompensationThe base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave.
Learn more about our benefits at (Use the "Apply for this Job" box below)..
USA, IL, Chicago - - USD annually
USA, WA, Bellevue - - USD annually
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