Sales Incentive Design Manager

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🕒 5 days ago

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USA TODAY Network

WebsiteLinkedInAll Job Openings

201 - 500 employees

📱 Media

📣 Marketing

🤝 B2B

Media • Marketing • B2B

USA TODAY Network is the national media and advertising arm of USA TODAY Co. , operating a large portfolio of local and national publications and offering a full suite of advertising and marketing solutions. It provides digital and print display advertising, direct mail, branded content, performance marketing, video, SEO, merchandising, and self-serve marketplace services, backed by data-driven technology, creative services, events and an AI-powered platform. The Network emphasizes local advertising reach supported by national scale and serves businesses across automotive, travel, finance, education, home improvement and other verticals.

📋 Description

• Design annual and in-year sales incentive plans, including performance measures, quotas, thresholds, accelerators, decelerators, payout curves, SPIFFs, and role-specific incentive structures • Partner with Sales Leadership to translate business priorities into sales compensation strategies • Evaluate whether plans drive intended seller behaviors and business outcomes • Develop financial and behavioral models to assess incentive ideas before implementation • Analyze business impact, cost, seller behavior, pay-for-performance alignment, and ROI • Own governance for sales compensation programs, including documentation, policy interpretation, exception governance, audit readiness, and change management • Partner with implementation operations teams while maintaining ownership of plan intent and governance • Advise Sales Leadership, Finance, HR, Revenue Operations, and Payroll on compensation strategy • Present data-driven recommendations and influence executive decision-making • Evaluate seller attainment, incentive effectiveness, plan competitiveness, and business outcomes • Refine compensation programs to improve performance, simplicity, and scalability

🎯 Requirements

• Personally designed sales compensation plans, not only administered them • Understanding of how compensation influences seller behavior and business performance • Ability to discuss financial models with Finance and compensation strategy with Sales Leadership • Ability to balance innovation with governance and operational simplicity • Experience with performance measures, quotas, thresholds, accelerators, decelerators, payout curves, SPIFFs, and role-specific incentive structures • Ability to model business impact, cost, seller behavior, pay-for-performance alignment, and ROI • Ability to partner with Sales Leadership, Finance, HR, Revenue Operations, and Payroll • Ability to challenge assumptions, present data-driven recommendations, and influence executive decision-making