Sales Compensation Manager

About Hightouch

Hightouch’s mission is to empower everyone to take action on their data. Hundreds of companies, including Autotrader, Calendly, Cars.com, Monday.com, and PetSmart, trust Hightouch to power their growth.

We pioneered the Composable Customer Data Platform (CDP), which lets companies use their own data warehouse to collect, prepare, and activate customer data for marketing personalization and business operations. Our new AI Decisioning platform goes a step further,  allowing marketers to set goals and guardrails that AI agents can then use to personalize 1:1 customer interactions. Traditionally, only technical teams had the skills to access and use customer data. With Hightouch, every business user can deliver personalized customer experiences, optimize performance marketing, and move faster by leveraging data and AI across their organization.

Our team focuses on making a meaningful impact for our customers. We approach challenges with a first-principles mindset, move quickly and efficiently, and treat each other with compassion and kindness. We look for team members who are strong communicators, have a growth mindset, and are motivated and persistent in achieving our goals. 

What else? We’re based in San Francisco but have team members all over the world. Our Series C put us at a $1.2B valuation, and we are backed by leading investors such as Sapphire Ventures, Amplify Partners, ICONIQ Growth, Bain Capital Ventures, Y-Combinator, and Afore Capital.

About The Role

Hightouch is looking for a Sales Compensation Manager to own the design and administration of incentive plans across our go-to-market organization. Reporting directly to the Head of Revenue Operations, this is a highly visible role responsible for ensuring that compensation programs are motivating, competitive, and aligned with company strategy.

This is a hands-on role covering all commission-bearing functions — Account Executives, SDRs, Sales Engineers, Marketing, Post-Sales, and more. You’ll manage everything from annual plan design to monthly administration and SPIFF programs, ensuring accuracy, transparency, and trust in the process.

Sales compensation may sound operational, but at a fast-scaling company like Hightouch it’s one of the most powerful levers we have: the right incentives shape seller behavior, guide investment in new products and geographies, and ultimately drive growth. With Hightouch doubling ARR, launching new AI products, and expanding globally, this role is critical to setting us up for the next stage of scale.

What You’ll Do

• Lead the annual sales compensation design process across all commission-bearing roles (AEs, SDRs, SEs, Marketing, Partnership, Post-Sales).
• Administer monthly/quarterly comp plans and payouts with accuracy and transparency.
• Own SPIFFs and short-term incentive programs, from design to rollout.
• Collaborate with Finance, HR, and GTM leadership on planning cycles, quota setting, and modeling.
• Provide reporting and analytics on attainment, plan effectiveness, and ROI.
• Maintain clear compensation policies and documentation (ramp, proration, clawbacks, exceptions, etc.).
• Evaluate and improve sales compensation tools and processes to support scale.

Who You Are

• 5+ years of experience in global sales compensation operations, ideally in a high-growth or enterprise SaaS environment.
• Strong track record in designing and administering incentive compensation plans across multiple GTM functions (Sales, SDR, Post-Sales).
• Skilled in analytics and financial modeling, with the ability to translate complex data into clear, actionable insights.
• Hands-on experience with sales compensation platforms (e.g. CaptivateIQ), and proficiency with Salesforce or other CRMs.
• Comfortable operating in a fast-paced, high-growth environment; detail-oriented and process-driven.
• Excellent communication skills, able to engage and influence across sales reps, managers, and senior leadership.
• Strong sense of ownership and accountability; motivated by both accuracy and impact.

Hightouch’s salary range for this position is $140,000 - $170,000 USD per year. We also offer meaningful equity compensation in the form of ISO options, and offer early exercise and a 10 year post-termination exercise window