Sales Incentive Operations Lead

Company Description

Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change.

By combining world-class engineering, industry expertise and a people-centric mindset, we consult and partner with leading brands from various industries to create dynamic platforms and intelligent digital experiences that drive innovation and transform businesses.

From prototype to real-world impact - be part of a global shift by doing work that matters.

Job Description

Position Summary
The Sales Incentive Operations Lead is responsible for leading the administration, governance, and continuous improvement of Endava's sales compensation programs. This role owns the day-to-day operation of the sales compensation process, ensuring accurate, timely, and transparent commission calculations while partnering closely with Sales Leadership, Finance, Total Rewards and Revenue Operations.
The role also serves as the product owner for CaptivateIQ , ensuring the platform is effectively configured, maintained, and optimized to support evolving compensation plans, business processes, and reporting requirements.

Key Responsibilities
Sales Compensation Administration

• Own the end-to-end administration of sales compensation plans, ensuring accurate and timely commission calculations, approvals, and payouts.
• Administer and maintain compensation rules, calculations, quotas, territories, and incentive plans within CaptivateIQ .
• Partner with Payroll and Finance to ensure accurate commission processing and financial reconciliation.

CaptivateIQ Platform Ownership

• Serve as the primary business owner and administrator for CaptivateIQ .
• Configure and maintain compensation plans, calculation logic, quotas, accelerators, crediting rules, and workflows.
• Partner with the CaptivateIQ vendor and internal technology teams to implement enhancements, troubleshoot issues, and support new functionality.
• Manage system releases, testing, user acceptance testing (UAT), and ongoing platform optimization.

Compensation Governance

• Establish and maintain governance processes to ensure compensation plans are administered consistently and in accordance with approved policies.
• Manage compensation exceptions, disputes, adjustments, and approvals while maintaining appropriate audit controls.
• Support internal and external audits related to compensation plans and commission calculations.

Quota & Target Management

• Partner with Revenue Operations, Sales Leadership, Finance, and Total Rewards to administer annual quotas, in-year target adjustments, territory changes, and organizational updates.
• Ensure alignment between quotas, compensation plans, organizational hierarchy, and CRM data.

Reporting & Analytics

• Develop and maintain compensation reporting, dashboards, and analytics including quota attainment, commission forecasting, payout analysis, plan effectiveness, and exception reporting.
• Provide regular insights to Sales Leadership, Finance, Total Rewards and Executive Leadership.
• Identify trends, anomalies, and opportunities to improve compensation effectiveness and operational efficiency.

Cross-Functional Partnership

• Collaborate with Sales Leadership, Finance, Total Rewards, Revenue Operations, and Technology to support compensation strategy and operational execution.
• Act as the primary point of contact for compensation-related questions, plan interpretation, and policy guidance.
• Support annual compensation planning, plan rollouts, and communication to the sales organization.

Process Improvement & Automation

• Identify opportunities to streamline and automate compensation administration through system enhancements and improved integrations.
• Partner with Revenue Operations to improve connectivity between CaptivateIQ, CRM (Ensight), CPQ, Finance, HRIS, and reporting platforms .
• Leverage automation and AI-enabled capabilities to improve accuracy, scalability, and the overall seller experience.

Success Measures

• Accurate and timely commission calculations and payouts.
• High user confidence in CaptivateIQ and compensation reporting.
• Well-governed, audit-ready compensation processes.
• Improved operational efficiency through automation and system enhancements.
• Strong cross-functional partnership across Sales, Finance, Total Rewards, Technology, and Revenue Operations.
• Increased transparency, scalability, and seller satisfaction with the compensation experience.

Qualifications

Qualifications

• 5+ years of experience in Sales Compensation, Revenue Operations, Sales Operations, or a related commercial operations role.
• Hands-on experience administering CaptivateIQ (or a comparable sales compensation platform such as Xactly, Varicent, or Spiff).
• Strong understanding of sales compensation plans, quota administration, crediting rules, accelerators, commissions, and incentive design.
• Experience configuring compensation plans and calculation logic within CaptivateIQ.
• Strong analytical skills with advanced Excel and reporting experience; Power BI experience preferred.
• Experience partnering with Sales, Finance, Total Rewards Payroll, and Technology teams.
• Excellent problem-solving, organizational, and stakeholder management skills.
• Experience supporting system implementations, testing, and process improvements.

Preferred Qualifications

• Experience with CRM platforms (Microsoft Dynamics, Salesforce, or Ensight).
• Experience with CPQ solutions and commercial operations processes.
• Experience supporting enterprise reporting and compensation analytics.
• Familiarity with AI-enabled reporting, automation, and workflow tools.

Additional Information

Discover some of the global benefits that empower our people to become the best version of themselves:

• Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;
• Career Development : Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
• Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
• Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
• Health: Global internal wellbeing programme, access to wellbeing apps;
• Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.

At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.