Senior Manager, Revenue Operations

About this role

Camunda is the enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. With built-in governance, auditability, and human oversight, Camunda gives enterprises the control they need to move AI from pilots to production — safely and at scale. Trusted by over 700 organizations worldwide, including 9 of top 10 US banks, Camunda helps enterprises boost operational efficiency, accelerate time-to-value, and deliver better customer experiences.

Fully remote and global, we are in the middle of something bigger: transforming into an AI-first organisation, built on our own platform. We use Agentic AI to automate, orchestrate intelligent processes, and elevate human contribution across every team.

Named GP Bullhound’s Top 100 Next Unicorn list, https://www.gpbullhound.com/articles/top-100-next-unicorns-the-uk-france-and-germany-lead-with-the-most-promising-technology-companies-in-europe/ 2025 Great Place to Work certified. Visionary in 2025 Gartner® Magic Quadrant™ https://page.camunda.com/wp-2025-gartner-magic-quadrant-for-boat for Business Orchestration and Automation Technologies. ranked 3rd in Flexa's 2026 Most Flexible Companies https://flexa.careers/companies/camunda, We’re growing fast and looking for top talent to join our team. If you want meaningful work, visible impact and put something genuinely rare on your CV, keep reading.

About the role:

Hi there! We're seeking a strategic and operationally excellent Senior Manager, Revenue Operations & Sales Commission to own the design, implementation, and governance of our enterprise sales compensation program. This senior-level individual contributor role reports to the VP of Revenue Operations and serves as the architect and steward of compensation strategy across our diverse go-to-market organization.

You'll partner with GTM Leadership, Finance, and People Operations to build world-class compensation programs that attract talent, drive the right behaviors, and align with business objectives. You'll manage the full lifecycle of compensation—from design through implementation, compliance, analytics, and continuous improvement—across Account Executives, Sales Engineers, Sales Leaders, Partner Managers, Customer Success Managers, Technical Account Managers and other functions on variable compensation plans.

Note: This role focuses on compensation design and operations. Our Finance team manages commission accounting and invoice processing in Xactly.

What You Will Do

COMPENSATION STRATEGY & DESIGN

- Own the strategic design of annual sales compensation programs for all eligible roles and adjust for market conditions, competitive landscape, and business priorities

- Benchmark compensation against market data and peer software companies; conduct pay equity analysis and recommend adjustments to ensure competitiveness and fairness

- Design commission structures, accelerators, quotas, and incentive mechanics that drive desired sales behaviors and align with revenue goals

- Design and own SPIFF and other incentive programs outside of the official incentive plan

- Lead cross-functional design reviews with Sales, Finance, and executive leadership to validate programs before launch

PROGRAM IMPLEMENTATION & OPERATIONS

- Manage the end-to-end program launch calendar; coordinate cross-functional efforts and communicate timelines, changes, and deadlines to stakeholders

- Build and maintain the primary source of truth for all compensation program documentation, including plan documents, commission schedules, quota assignments, and policy guidelines

- Configure compensation programs in Xactly and SFDC; validate data integrity, test calculations, and ensure system configurations reflect approved plan design

- Develop training materials and lead training sessions for sales teams on compensation plan mechanics, commission calculations, and incentive rules

GOVERNANCE & COMPLIANCE

- Ensure compensation programs comply with applicable laws, regulations, and company policies across all geographies where we operate

- Manage exceptions, disputes, and appeals related to commissions, quotas, and incentive payouts; work with VP RevOps, Finance and HR to resolve efficiently and fairly

- Maintain audit trails and documentation for all material compensation decisions and changes

ANALYTICS & REPORTING

- Build dashboards and reports to monitor role based performance metrics, compensation spend, payout distributions, plan attainment, and ROI on incentive investments. Including SPIFF reporting metrics

- Conduct post-program analysis (win/loss, attainment distribution, program metrics) and deliver insights to leadership on plan effectiveness

- Recommend program adjustments mid-year based on market shifts, business performance, and feedback from sales leaders

CROSS-FUNCTIONAL COLLABORATION

- Partner with VP of RevOps to align compensation with business strategy and sales priorities; maintain regular feedback loops with Sales Leaders

- Work directly with Commission Accounting on attainment data, payouts, calculations and discrepancies

- Collaborate with Finance on budgeting, forecasting, and year-end reporting of incentive spend

- Work with People Operations on equity, total rewards strategy, and talent retention initiatives

- Communicate compensation strategy and changes to the broader organization with clarity and confidence

What You Will Bring to the Role

REQUIRED QUALIFICATIONS

- 8+ years of progressive experience in sales compensation, incentive design, or related revenue operations roles (within software, SaaS, or enterprise sales environments preferred)

- Demonstrated expertise in designing and managing compensation programs for multiple sales roles and structures

- Advanced proficiency with sales compensation platforms (Xactly, Anaplan, SAP SuccessFactors, or equivalent); strong data analysis and Excel…