Senior Sales Operations Compensation Analyst

About This Role

The Senior Sales Operations Compensation Analyst is responsible for sales compensation administration, governance, audit strategy, bonus administration, contract consultation, and compensation-related process improvement across the Sales and Service organization. This role serves as a subject matter expert for commission schedules, residuals, overrides, guarantees, reassignments, sales/service splits, specialist compensation arrangements, bonuses, and non-standard contractual scenarios.

The Senior Analyst creates and presents recommendations to leadership that improve payment accuracy, consistency, cost control, administrability, and alignment between incentive compensation and business results. This role also provides critical business input, testing, documentation, and change support for commission system modernization and partners cross-functionally with Sales Operations, Sales, Service, Finance/Accounting, Legal, HR/Compensation, Technology, and external vendors.

• Serve as the escalation point for complex or non-standard commission scenarios, inquiries, disputes, exceptions, and historical setup issues.
• Monitor and support day-to-day commission inbox activity, rep questions, and issue resolution to elevate recurring themes, process gaps, relationship needs, and opportunities for improvement.
• Interpret and administer commission schedules, residual rules, reassignment treatment, service overrides, sales splits, guarantees, advances, along with specialist and broker compensation arrangements.
• Research, resolve, and document complex commission issues, including over payments, underpayments, claw-back considerations, and corrective payment recommendations.
• Ensure commission payments are accurate, supportable, consistently applied, and aligned with approved policies, schedules, and contract terms.
• Partner with the Sales Operations Specialist to balance routine intake, tracking, documentation, and simpler inquiries while remaining actively engaged in field-facing support and issue trends.

• Develop leadership recommendations for complex compensation scenarios, plan design questions, audit findings, cost-saving opportunities, and payment alignment.
• Support the development, revision, and administration of bonus plans for sales representatives, service representatives, and leadership as roles and priorities change.
• Evaluate whether incentive payments align with revenue growth, desired sales/service behavior, provider arrangements, and business strategy.
• Provide compensation subject matter expertise for new products, pricing implications, and unique commission scenarios.
• Own and maintain sales compensation plan documentation, business rules, approval records, exception logs, process controls, and historical decision rationale to support consistent interpretation and continuity.

• Build and maintain a risk-based audit plan designed to improve audit coverage, prioritize high-risk areas, and move toward full rep and broker audits on regular cycles.
• Conduct complex account, representative, broker, product, residual, reassignment, override, and exception audits, including review of downstream payment impact and consistency of application.
• Use trends from commission inquiries, field questions, adjustments, disputes, recurring manual corrections, and exception requests to identify risk areas, recurring error patterns, and process improvement opportunities.
• Quantify over payments, underpayments, financial exposure, root causes, and recommended remediation related to manual processes, system limitations, unclear contract language, inconsistent rule application, or insufficient documentation.
• Establish governance for compensation exceptions and present audit findings, risk themes, exception trends, and recommended corrective actions to leadership.

• Translate complex commission rules, residual schedules, service overrides, sales splits, guarantees, exceptions, and bonus structures into business requirements.
• Provide business input for…