Role in brief
Cohere, an enterprise AI company, is seeking a Revenue Operations professional to manage variable compensation plans and lead Go-To-Market integration following mergers and acquisitions. This role is ideal for someone with significant experience in RevOps or sales finance, who can design and administer compensation plans and navigate complex integration projects in a fast-paced environment.
About the role
This role focuses on the architecture and administration of variable compensation for various Go-To-Market teams, including sales, BDRs, CSMs, and partners. Responsibilities include modeling compensation scenarios to evaluate costs and behavioral incentives before plans are finalized. The position also involves collaborating with finance on commission actuals and with HR on market benchmarking.
A key part of this position is managing the rollout of compensation plans, working with people teams and GTM leadership on documentation, communication, and system configuration. The role also involves partnering with sales enablement to ensure clear paths to On-Target Earnings (OTE) for representatives, identifying and addressing potential gaps in quota or efficiency. Additionally, the role supports finance and GTM leadership in modeling headcount to facilitate growth in new regions and segments.
The successful candidate will serve as the primary Revenue Operations lead for post-merger and acquisition Go-To-Market integration tasks. This includes developing and maintaining an integration playbook that covers aspects like role mapping, territory assignment, quota allocation, system integration, and data mapping. The role requires tracking integration milestones and communicating potential risks to leadership and cross-functional teams.
The annual salary for this position ranges from $115,000 to $240,000 USD.
Skills that matter here
- RevOps: This role requires 5-8 years of experience in Revenue Operations, focusing on compensation and GTM integration.
- sales operations: Experience in sales operations is relevant, particularly in designing and administering variable compensation plans.
- sales finance: Background in sales finance is applicable, especially for financial modeling and compensation scenario planning.
- variable compensation plans: Direct experience in designing and administering variable compensation plans is essential, not just reporting on them.
- M&A integrations: The role requires experience supporting or leading Go-To-Market workstreams during merger and acquisition integrations.
- financial modelling: Fluency in financial modeling is necessary for building capacity models, compensation scenarios, and attainment distributions.
Who this role suits
- You have a background of 5-8 years in Revenue Operations, sales operations, or sales finance within a B2B environment.
- You possess hands-on experience in both designing and administering variable compensation plans.
- You are comfortable leading or supporting Go-To-Market workstreams during M&A integrations.
- You are adept at financial modeling and can clearly communicate complex compensation frameworks to leadership.
From the employer
Key Responsibilities:
- Own and administer our GTM variable compensation architecture including accelerators, and SPIFs across sales, BDRs, CSMs, SAs and the partner team
- Model scenarios to stress test costs, attainment distributions, and behavioural incentives before plans are finalized
- Partner with finance on commission actuals and with HR on benchmarking against market data
- Own the plan roll out with the people team and GTM leadership including documentation, communications, resolution frameworks, exception handling/tracking, system configuration and compensation governance
- Work with sales enablement to ensure reps have a clear path to OTE - identifying quota, ramp, and efficiency gaps before they impact attainment
- Partner with finance and GTM leadership to model headcount unlock criteria, identifying when and where to hire to support growth in new regions and segments
- Serve as the RevOps lead on all post-close GTM integration items, including designing and maintaining an integration playbook covering role mapping, territory carving, quota assignment, system integration items and data mapping.
- Track integration milestones and surface risks to RevOps leadership and cross-functional integration teams
Qualifications:
- Have 5-8 years in RevOps, sales operations or sales finance in a B2B environment
- Hands on experience designing and administering variable compensation plans (not just reporting on them)
- Experience supporting or leading GTM workstreams in M&A integrations
- Have financial modelling fluency, building bottoms up capacity models, compensation scenarios, and attainment distribution
- Are a clear communicator able to present complex compensation plans or compensation frameworks to sales leadership and executives
- Are comfortable working in ambiguous, fast moving environments
Full-time employees at Cohere enjoy these perks:
- A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
- Full health and dental benefits, including a separate budget for mental health.
- RRSP matching, 401K, Pension Scheme.
- 100% Parental Leave top-up for up to 6 months, for either parent.
- Annual enrichment benefits:
- Arts & culture, fitness/wellness, quality time, and a workspace improvement credit.
- Education & learning stipend for conferences, courses, and coaching.
- 6 weeks of paid vacation (30 working days!)
- Budget for traveling to other offices if you are remote, plus an annual company offsite.
Questions about this role
What is the remote work policy for this role?
This is a fully remote position.
What level of experience is required for this position?
Candidates should have 5-8 years of experience in RevOps, sales operations, or sales finance.
What are the core responsibilities of this role?
Key responsibilities include owning and administering GTM variable compensation, leading post-M&A integration efforts, and partnering with finance and HR on compensation-related tasks.