Job Description
Key Responsibilities
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Spiff Administration & Configuration
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• Configure and maintain sales compensation plans, commission rules, quotas, accelerators, tiers, and attainment structures
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in Salesforce Spiff.
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• Manage participant profiles, roles, territories, plans, crediting rules, and eligibility criteria.
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• Configure commission calculations based on bookings, revenue, margins, products, renewals, or other business metrics.
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• Maintain effective-dated compensation plans and support plan changes throughout the commission cycle.
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• Configure and maintain Spiff workflows, dashboards, reports, and commission statements.
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• Support integration between Spiff and Salesforce or other upstream/downstream systems.
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Commission Calculation & Operations
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• Execute monthly, quarterly, and annual commission processing activities.
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• Validate commission calculations and identify discrepancies before commission statements are finalized.
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• Perform reconciliation between Spiff results and source systems such as Salesforce, ERP, HR, and Finance systems.
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• Investigate commission disputes and provide clear explanations and supporting calculations.
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• Manage adjustments, manual credits, clawbacks, draws, guarantees, and other commission-related transactions.
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• Ensure commission processing follows defined business rules, controls, and approval procedures.
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Data Analysis & Reporting
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• Analyze sales and compensation data to identify anomalies, data-quality issues, and calculation discrepancies.
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• Develop and maintain commission reports and dashboards for Sales, Finance, and leadership.
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• Monitor plan attainment, quota performance, commission expenses, and payout trends.
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• Perform root-cause analysis for data and calculation issues.
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• Provide insights to stakeholders to support sales compensation planning and decision-making.
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Salesforce & Integration Support
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• Work with Salesforce administrators and developers to validate data required for commission calculations.
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• Understand Salesforce objects, fields, relationships, reports, and data flows relevant to sales compensation.
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• Validate data integrations between Salesforce and Spiff.
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• Troubleshoot issues related to missing, inaccurate, or incorrectly credited Salesforce transactions.
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• Partner with technical teams on enhancements, integrations, testing, and production deployments.
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Testing & Release Management
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• Create test scenarios and validate new compensation plans, calculation rules, and system enhancements.
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• Perform functional, regression, and UAT testing for Spiff changes.
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• Validate commission calculations across different sales roles, products, territories, and compensation scenarios.
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• Document test results, defects, and resolution status.
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• Support production releases and post-release validation.
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Stakeholder Management
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• Partner with Sales Operations, Finance, HR, Sales Leadership, and other stakeholders to understand compensation requirements.
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• Translate business requirements into Spiff configuration and functional specifications.
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• Support sales representatives and managers with commission-related questions.
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• Maintain clear documentation of compensation plans, business rules, calculations, and operational procedures.
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• Communicate issues, risks, and resolution plans effectively to business and technical stakeholders.
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Required Skills & Experience
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• 6-12 years of experience in sales compensation, commission administration, Sales Operations, Business Analysis, or a related role.
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• Hands-on experience with Salesforce Spiff administration and configuration.
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• Strong understanding of sales compensation concepts, including:
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○ Quotas and targets
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○ Commission rates
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○ Accelerators and decelerators
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○ Tiers and thresholds
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○ Revenue/bookings-based commissions
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○ Split commissions
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○ Clawbacks
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○ Draws and guarantees
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○ Adjustments and overrides
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