Revenue Operations Analyst

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Tailscale

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🔐 Security

📡 Telecommunications

💰 $100M Series B on 2022-05

SaaS • Security • Telecommunications

Tailscale is a company that provides a modern VPN solution founded on WireGuard technology, simplifying networking by creating secure, software-defined networks that connect users, services, and devices with ease. By eliminating the complexities of legacy VPNs, Tailscale offers secure remote access, site-to-site networking, and multi-cloud networking, all while ensuring user-friendly, quick deployment without complex configurations. Recognized for enabling zero-trust environments and seamless workflows, Tailscale supports robust security features such as automated user onboarding, encryption, and access control lists (ACLs). This tool is particularly popular for both enterprise and personal use, praised for its integration capabilities and ease of use, making secure networking accessible anywhere, regardless of infrastructure.

📋 Description

• Own Revenue Compensation Operations • Manage the end-to-end commission process, ensuring accurate and timely monthly payouts across all variable compensation plans. • Validate commission calculations through detailed audits of Salesforce, compensation systems, and payroll data. • Partner with Payroll and Finance to deliver accurate commission payments and support monthly close activities. • Administer CaptivateIQ, including participant management, quota uploads, territories, crediting rules, rate tables, and plan configuration. • Maintain compensation documentation, plan logic, calculation methodologies, policies, and audit procedures. • Partner on Compensation Strategy • Partner with Revenue Operations and Revenue Leadership to design, model, and refine sales compensation plans, SPIFFs, accelerators, and incentive programs. • Build financial models to evaluate plan economics, quota attainment, payout curves, and cost of compensation. • Support annual compensation planning, quota setting, territory planning, and compensation rollouts. • Conduct market benchmarking and analyze industry trends to ensure compensation programs remain competitive and effective. • Evaluate the effectiveness of current plans and recommend improvements that better align incentives with company objectives. • Deliver Insights Through Analytics • Develop recurring reporting on attainment, payouts, commission spend, quota performance, and sales productivity. • Analyze compensation data to identify trends, risks, and opportunities across segments, roles, and territories. • Build scenario models to evaluate changes in compensation plans, quota methodologies, and organizational structure. • Partner with Revenue Leadership, Finance, and RevOps to provide recommendations that improve performance and drive business outcomes. • Support the Go-to-Market Organization • Serve as the primary point of contact for compensation questions from sales managers and individual contributors. • Investigate and resolve commission disputes professionally, accurately, and with strong customer service. • Manage compensation letters, SPIFF administration, opportunity splits, territory changes, and quota assignments. • Ensure new hires, promotions, transfers, and terminations are accurately reflected across compensation systems. • Improve Systems & Processes • Continuously identify opportunities to automate manual processes and improve data quality. • Partner with cross-functionally to enhance integrations between Salesforce, commission platforms, HRIS, payroll, and ERP systems. • Leverage AI and automation tools to improve reporting, streamline workflows, and reduce administrative effort. • Lead cross-functional projects that improve scalability, governance, and operational efficiency.

🎯 Requirements

• 3–6+ years of experience (Analyst) or 5–8+ years (Senior Analyst) in Sales Compensation, Revenue Operations, Sales Operations, Finance, or Strategic Operations • Experience administering variable compensation plans in a high-growth SaaS or technology company • Strong understanding of sales compensation principles, quota methodology, incentive design, and GTM operating models • Hands-on experience with a compensation platform such as CaptivateIQ, Xactly, Everstage, Forma.ai, Spiff, or similar • Advanced Excel and/or Google Sheets skills, including complex financial modeling and scenario analysis • Strong working knowledge of Salesforce CRM • Experience partnering with Payroll, Finance, and Accounting on commission processing • Excellent analytical and problem-solving skills with exceptional attention to detail • Outstanding written and verbal communication skills with the ability to explain complex compensation concepts simply • Ability to manage multiple priorities in a fast-paced, ambiguous environment • Bachelor's degree in Finance, Accounting, Economics, Business, Mathematics, Statistics, or a related quantitative field

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Remote work options • Employer-funded retirement contributions • Annual professional development budget • Paid parental leave program • Build-your-own home office setup • Comprehensive group benefits with no waiting period