Sales Commissions Lead

Join Aiven as a Sales Commissions Lead, where you'll be responsible for designing and managing sales compensation plans, implementing quotas and crediting rules, running commission calculations and payments, and providing reporting and analytics. You'll collaborate with various teams and leverage AI to streamline processes. This role offers stock options, a learning budget, flexible working hours, private health and dental care, and a collaborative work environment.

• Ownership of Sales Compensation at Aiven, including compensation plan design, governance, and automation.
• Designing, costing, and maintaining variable compensation plans for quota-carrying reps and overlay roles, aligned with GTM strategy.
• Implementing quotas, targets, and crediting rules correctly across the commissions platform and Salesforce, and running monthly and quarterly commission calculations.

• Commissions operations: You have hands-on experience with reconciliation, dispute handling, approvals, payroll handoff, and audit readiness under tight monthly close timelines
• Consumption-based comp experience: You've built and run compensation plans for a consumption-based business model, and understand how to structure incentives around usage-based revenue rather than pure subscription bookings
• Plan design expertise: You've designed and operated variable compensation plans, including quota-carrying and overlay roles, accelerators, and SPIFFs
• Comp/RevOps experience: You bring 4-8+ years in Sales Compensation, Incentive Compensation, RevOps, Sales Ops, or Finance within a high-growth B2B SaaS environment
• Advanced spreadsheet skills: You're advanced in Excel or Google Sheets (pivot tables, complex formulas, data cleaning, and modeling)
• Policy writing: You've authored clear, legally sound sales compensation policy documents (plan terms and conditions, eligibility rules, and dispute procedures) that hold up under scrutiny from Legal, Finance, and reps alike
• Integrity & discretion: You handle sensitive compensation data with high integrity and discretion
• Stakeholder communication: You explain comp mechanics clearly to reps and executives alike, building trust through every conversation
• SaaS commercial fluency: You're fluent in SaaS commercial concepts like bookings/ARR, consumption/usage revenue, expansions and amendments, multi-year deals, proration, and FX
• Systems fluency: You're comfortable in Salesforce (or a similar CRM) and a commissions platform such as Xactly, Qobra, CaptivateIQ, Varicent, or Everstage
• SOX & controls experience: You've worked with SOX/internal controls and commissions accounting or accruals
• BI/reporting tools: You have experience with BI or reporting tooling
• Automation skills: You're comfortable with SQL, dbt, or scripting to automate parts of the comp workflow