FP&A Manager, Incentive Compensation and Pricing - Hybrid
BigCommerce’s mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee’s careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
FP&A Manager, Incentive Compensation and Pricing
Austin, Texas
Job Summary:
BigCommerce, named a 2024 "Best Place to Work" in Austin, is seeking a Sales Compensation and Pricing Manager. You will be responsible for the design, implementation, and ongoing evaluation of the company's sales compensation and pricing and GTM strategies. This role demands a deep understanding of sales incentives, market pricing trends, and financial analysis within the SaaS industry. You will work closely with go-to-market leadership, Operations, Finance, and HR to ensure our compensation and pricing strategies align with business goals and market standards.
Key Responsibilities:
- Policy Design, Development, and Documentation -
- Design and recommend incentive compensation policies based on industry best practices and competitive landscape
- Lead the annual policy update and development process. Project manage annual updates across multi-functional teams (Finance, Ops, Sales, CSS, SBD, HR, Legal, etc)
- Collaborate with HR and GTM teams to constantly align policies with company objectives
- Create comprehensive documentation of the policies within Finance’s SAFE standards. Ensure these policies are consistently up to date, consistent and comprehensive across teams, and ensure policies are compliant with all relevant laws and regulations by working with legal and HR
- Develop a communication strategy for new policies and changes. Ensure clear and timely communication to the impacted teams
- Develop training materials for sales teams regarding incentive policies. Conduct training sessions as necessary
- Collect feedback from the impacted teams on incentive policies and their effectiveness. Make improvements based on feedback received
- Budgeting and Forecasting -
- Develop and maintain budgets forecasting models for incentive payouts for input to FP&A forecast
- Consistently update FP&A budget owners of changes to incentive compensation plans and potential forecast implications
- Monitor and report on budget vs actuals for incentive payouts
- Provide recommendations for adjustments to the incentive budget based on performance
- Compensation Plan Cost and Benchmarking Analysis -
- Identify and select key performance metrics for sales compensation based on industry standards
- Continuously monitor and report on plan costs and performance relative to industry
- Ensure metrics align with company goals
- Provide insights to Sales leadership to optimize performance
- Propose changes to performance metrics as needed
- Analyze the impact of metric changes on incentive payouts
- SOX Compliance -
- Evaluate and establish controls to ensure policies and procedures adhere with SOX controls
- Review and update SOX narratives and control language to ensure narratives are consistent with actual control practices
- Provide recommendations for control updates and appropriate levels of oversight on a regular basis
- Administration of incentive compensation software-
- Design and implement compensation plans within CaptivateIQ for all teams
- Establish and own process for onboarding new employees and teams into CaptivateIQ on a regular basis
- Own monthly reporting of payouts to teams and reps within CiQ
- Identify and implement new areas of automation and reporting within the tool
- Ensure tool and data are in compliance with SOX
- Own relationships with CaptivateIQ for ongoing support and escalations. Own annual renewals of CiQ
- Pricing Strategy Development -
- Analyze market trends and competitor pricing to develop and adjust pricing models for SaaS products
- Collaborate with product management and marketing teams to define pricing structures for new and existing products
- Identify key areas of pricing improvement and potential pricing actions. Provide recommendations and analysis around pricing
- Own pricing recommendations for all new products, including owned, licensed, and acquired products
- M&A and business development support -
- Aid in the development of sales incentives and sales GTM for acquired products
- Lead the financial modeling and analysis for potential M&A transactions, including valuations
- Support the management of post-acquisition integration processes of sales teams, incentive compensation cross-functional support, and sales GTM, working closely with internal teams to ensure smooth transitions and achievement of projected synergies
Qualifications:
- Bachelor’s degree in Finance, Business, Economics, or a related field
- 5+ years of experience in sales compensation, pricing, finance, or a related area, preferably in the SaaS industry
- Strong analytical and problem-solving skills
- Excellent communication and interpersonal abilities
- Proficiency in financial modeling and data analysis tools
- Experience with compensation software, forecasting, and CRM systems (e.g. CaptivateIQ, Salesforce, Workday HR, Adaptive, and Tableau)
- Demonstrated knowledge of pricing analysis and industry evaluations
- Experience with M&A, business development, and/or product marketing
- Knowledge of SaaS business models and the technology industry
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Not all candidates will be eligible for the upper end of the salary range (or have the minimum apply to them), but rather, the exact salary will be dependent on the successful candidate’s location, relevant knowledge, skills, and qualifications.
Targeted salary range
$100,547—$170,042 USD
Diversity, Equity & Inclusion at BigCommerce
Our employees make the difference. At BigCommerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.
Learn more about the BigCommerce team, culture and benefits at https://careers.bigcommerce.com.
