Sales Compensation Manager

Blackbaud has a career opportunity for aManager of Sales Compensationtojoin our teamin Hyderabad, India. This roleleadsthe strategy, design, and analytical governance of sales compensation programs ensuring compensation plans effectively drive ARR growth, expansion, retention, and disciplined sales behavior, whileremainingclear, scalable,equitable, and financially sound. 

This is apeopleleadership role, responsible for managing and developingtheSales Compensation Analyst who supports plan modeling, reporting, and commission analysis. The Managerestablishesthe design framework and decision logic and partners closely with the Manager of Sales Commissions, who owns the ICM (Xactly) configuration and payout execution.This positionwill be part of the Blackbaud’sPeople & Culturedivisionheadquartered in Charleston, SC.

Whatyou’lldo:

• Strategy &PlanDesign

• Own annual and in-year sales compensation plan design strategy aligned to SaaS businessobjectivesincluding New ARR, Expansion ARR, Net Revenue Retention (NRR),Dealqualityand growthefficiency

• Define role-based plan architectures for SDR/BDR, Commercial & Enterprise AEs, Customer Success & Renewals roles, Solution Consultants, and Partner roles.

• Establish pay mix, performance measures, incentive mechanics, and design principles that ensureclear line-of-sight, scalable growth, strong pay-for-performance differentiation.

• Ensure alignment between compensation design, quotamethodology, and territory/account strategy(in partnership with Sales Operations & Finance).

• Analytical Modeling & Financial Impact

• Lead scenario modeling andimpactanalysis for all plan designs, changes, and strategic initiatives.

• Review and guide Analyst work on: 

• ARR attainment and payout distributions

• Cost‑of‑sales and incentive affordability

• Accelerator and over‑attainment exposure

• Partner with Finance on budgeting, forecasting, and accrual assumptions associated with sales incentives.

• Evaluate plan effectiveness using SaaS metrics such as sales productivity, CAC efficiency, and seller performance trends.

• Provide clear, data‑backed recommendations to senior Sales and Finance leaders.

• Governance, Policy & Decision Frameworks

• Own global sales compensation governance, including:

• Eligibility and role definitions

• Crediting philosophy across new, renewal, and expansion revenue

• Draws, guarantees, SPIFFs, caps, andclawbacks

• Treatment of multi‑year and complex deal structures

• Lead cross‑functional governance forums andmaintaindocumentation, approvals, and decision rationale.

• Ensure consistency with global compensation philosophy, internal equity standards, and compliance requirements.

• Partnership with Sales Commissions (ICM Operations)

• Act as the design authority and subject‑matter expert for all compensation plans.

• Translate approved plan designs and policies into clear implementation requirements for the Sales Commissions Manager.

• Partner on:

• Crediting logic interpretation

• Edge‑case decisioning

• Exception reviews and seller escalations

• Review post‑payout analyses and trends toidentifyplan risks or improvement opportunities.

• Program Enablement & Communication

• Oversee development of plan documentation (plan summaries, FAQs, governance guidelines).

• Support annual and mid‑year plan launches, ensuring clarity for sellers and frontline managers.

• Partner with People & Culture and Sales leaders to reinforce plan understanding and intended behaviors.

• People Leadership & Development

• Directly manage and coach the Sales Compensation Analyst, ensuring:

• High‑quality modeling and analysis

• Accurate, insightful reporting and trend identification

• Strong partnership with Sales, Finance, and Sales Commissions

• Set priorities, review deliverables, and guide professional development.

• Elevate analytical rigor and business acumen across the compensation team.

Whatyou’llbring

• 7+ years of experience inSalesCompensationplan design.

• 3+ years designing compensation plans in a SaaS, technology, or high-growth environment.

• People management experienceand ability toguideanalytical talent in a global environment. 

• Strongproficiencyin Microsoft Excel and Office Suite andexposure to ICM platforms through design partnership(e.g., XactlyIncent, Varicent,Calidus, SAP, Oracle,Performio,Everstage)

• Familiarity with CRM systems (e.g., Salesforce) and HCM platforms (e.g., Workday) 

• Excellentanalytical, problem-solvingand communication skills. 

• Excellentunderstanding offinancial concepts and accounting principles. 

• Strong executive communication and stakeholder influence capabilities.

• Strong understanding ofSaaS GTM motions, sales processes, andperformance metrics. 

Stay up to date on everything Blackbaud, follow us on Linkedin, X, Instagram, Facebook and YouTube ​

Blackbaud is a digital-first company which embraces a flexible remote or hybrid work culture.  Blackbaud supports hiring and career development for all roles from the location you are in today!

Blackbaud is proud to be an equal opportunity employer and is committed to maintaining an inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.