ROLE SUMMARY
As part of a strategic outsourcing engagement, this role will support onshore Sales Compensation team in the end-toend administration of incentive compensation plans for its US and Canada sales workforce. The SME will not only own
calculation support, validation, dispute management, payout reporting, and data reconciliation across multiple source
systems — ensuring accuracy, timeliness, and compliance with compensation policies but will also support the team
members with their queries and conduct relevant training based on the gaps identified during the case processed by the
team.

KEY RESPONSIBILITIES
Incentive Plan Administration
• Administer incentive compensation plans for
dozens of sales roles, each with distinct plan
structures, ensuring all sales teammate activity
is processed accurately and on time.
• Perform commission calculations, validations,
and payout processing using the Varicent ICM
platform.
• Research and resolve data gaps that impact
incentive calculations, pulling inputs from HR,
sales hierarchy, billing, and CRM systems.
• Maintain complete and accurate historical
records within Varicent's cloud-based storage
environment.
Dispute & Policy Management
• Manage all commission disputes end-to-end —
investigate, document, resolve, and
communicate outcomes within defined
timelines.
• Administer compensation policies including
clawback processing, credit adjustments, and
exception handling.
New Business & Renewal Complexity
• Support recent operational changes where
sales teammates are compensated for new
item and category sales into existing clients —
requiring additional reporting, data inputs, and
credit/commission processes beyond new
customer identification.
• Support the current pilot role compensated for
renewing or extending contractual terms with
existing clients, including building and




maintaining new processes specific to this
model.
Cross-System Data Management
QUALIFICATIONS
Mandatory
• 5+ years of hands-on experience in sales
compensation administration or incentive
compensation management.
• Experience supporting US-based sales
organizations in a BPO, GCC, or shared
services environment.
• Hands-on experience with Varicent or
equivalent ICM platforms (Xactly, Callidus/SAP
Commissions, Anaplan).
• Proficiency in Microsoft Excel — advanced
formulas, pivot tables, and large-dataset
reconciliation.
• Experience working with Salesforce (SFDC) as
a data source for compensation inputs.
• Demonstrated ability to manage commission
disputes, clawbacks, and policy administration.
• Strong understanding of incentive plan
structures — tiers, quota attainment,
accelerators, SPIFFs, new business vs. upsell
vs. renewal models.
• Experience managing cross-system data
interfaces (HR, billing, CRM, payroll).
• Excellent written and verbal English
communication — must be comfortable
engaging directly with US-based stakeholders.
Preferred
• Exposure to multi-billing platform environments
(multiple ERP/billing sources).
• Experience supporting compensation for both
US and Canada sales territories.
• Familiarity with field sales, route-based, or B2B
services compensation models.
• SQL or BI tool proficiency (Power BI, Tableau)
for reporting and data queries.
Education
Sales Compensation & Commission Administration




Expert
India Delivery Center |
Experience: 5+ Years | Full-Time

Confidential | For Internal Recruitment Use Only
• Manage data interfaces across: HR employee
data, Sales & Ops org hierarchy (external to
HR/company systems), billing platforms (ABS
— US & Canada, Phast), Salesforce (SFDC)
for transactional and sales lead data, payroll
interface, and the secure teammate earnings
portal.
• Identify and remediate data discrepancies
across systems to ensure accuracy of all
compensation inputs.
Subject Matter Support
• Provide support to L1 & new team members
with respect to any complex cases
• Conduct Audits to ensure cases are processed
correctly
• Resolve any queries of the client
• Support the leads by providing relevant
information
• Manage escalations from the client’s end

Reporting
• Produce payout reports, attainment
summaries, and ad hoc analyses to support
Sales Compensation and Finance leadership.
• Ensure all processing and reporting deadlines
align with payroll cutoff and month-end close
schedules.
• Bachelor's degree in Commerce, Finance,
Business Administration, or related field.

WORK EXPECTATIONS
• Availability to overlap with US Central/Eastern
business hours for at least 4–6 hours daily,
especially during commission processing
windows and month-end close.
• Strict adherence to data confidentiality and
information security protocols — compensation
data is highly sensitive.
• Performance measured against SLAs for
calculation accuracy, dispute resolution
turnaround, and reporting timeliness.

REPORTING STRUCTURE
Reports to: Manager – Sales Compensation Operations
(India Delivery Center)
Collaborates with: onshore Sales Compensation
Manager, Sales Ops & Finance teams

📌 Sales compensation/Incentive compensation - SPE/SME (Hyderabad)
🏢 People First Consultants
📍 Hyderabad