Sales Compensation LeadActive$180K–$225K

Fireworks AI
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The opportunity

Reporting to the VP of Revenue Operations, the Sales Commissions Lead owns sales compensation end-to-end: plan strategy and design, field communication, dispute resolution, forecasting of commission expense, and the systems that turn closed deals and usage into accurate, trusted payouts.

What you'll do

  • Own sales compensation plan strategy and execution across AE, manager, and pre-/post-sales overlay roles.

  • Design and iterate consumption-aware and hybrid commit + usage plans that: align seller incentives with company goals (new logos, expansion, and healthy revenue mix).

  • Partner with Sales leadership, FP&A, and HR on plan changes, mid-period: policy decisions, and clear field communication — including how changes are grandfathered and measured after the fact.

  • Own the quarter close for commissions: eligibility, calculations, exceptions, audits, and payout packages Sales and Finance will stand behind.

  • Run dispute resolution with judgment: protect plan integrity while staying credible with FLMs and reps.

  • Maintain definitional clarity (what counts as commissionable production, how: credit is assigned, how overlays interact) and keep plan language, exhibits, and systems in sync.

What they're looking for

  • + years in sales commissions, incentive compensation, or sales ops with deep: commissions ownership; senior IC depth at a P4–P5 equivalent
  • Has familiarity with and owned multiple steps of end-to-end commission (plan: design + payout ops), not only one side of the house
  • Hands-on experience designing and administering plans in a consumption-based: or hybrid commit + usage commercial model
  • Strong systems builder: SQL (or equivalent) against CRM/billing data; comfortable extending in-house calculators and pipelines rather than only operating a packaged ICM tool
  • Proven cross-functional operator with Sales, FP&A, HR, and technical partners: — can say no to a bad exception and still keep trust
  • Actively building with AI/agentic tools in current work; can name specific: automation they've shipped (not "I use ChatGPT")
  • Excellent written communication: can explain plan mechanics to a rep in plain language and to Finance in audit-ready form
  • Experience at an AI/ML infrastructure, developer tools, or API-first company