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Head of Global Sales Commissions



Sales & Business Development
Santa Clara, CA, USA
Posted on Friday, June 28, 2024

Every day we tackle new and exciting challenges to empower developers to build modern cloud, mobile, and edge applications that deliver a premium user experience. Couchbase delivers unmatched performance, scalability, flexibility and financial value across cloud, on premises, hybrid, mobile and edge deployments. The database market is undergoing a generational shift and is one of the largest market opportunities in enterprise software due to big trends like the need for digital transformation, acceleration to the cloud and innovation at the edge. Join Couchbase to be a part of a greater change. Here you’ll have the opportunity to learn and grow with some of the most innovative, passionate and humble individuals in the database industry.

Location: This role is open to Remote, Hybrid, or an in-office Santa Clara, CA based role.

As the Head of Global Sales Commissions you are responsible for administering the company’s sales commission plans. You handle escalations in a timely, diplomatic and professional manner. We are looking for an individual who can help us make the right decisions in a financially and operationally significant area.


- Manage all commission compensation activities according to documented sales plans in an accurate, compliant and timely manner

- Partner with Sales Leadership and Sales Operations to assess overall plan effectiveness

- Conduct what-if scenarios for commission expense calculations

- Evaluate current commission tools and make recommendations for improvement

- Draft and maintain commission related policy and procedure documentation

- Ensure compensation is properly administered and settled in the appropriate timeframes

- Prepare monthly/quarterly commission and sales incentive payment summary reports for


- Partner with other teams to ensure the accuracy of variable compensation data and inputs

- Respond to and resolve escalations from Plan Participants on complex commissions or sales incentives in a timely manner

- Ensure continuous compliance with SOX-required practices and controls

- Manage both internal and external audit requests and deliverables

- Manage a team of Commission Analysts based in Bangalore, India

- Develop commission communication materials, train members of sales and field operations departments regarding commission calculations and policy changes as appropriate

- Manage external consultants as necessary for evaluation and implementation of changes to Xactly included Variable Program changes and functionality

Preferred Qualifications

- Strong communication, analytical, and interpersonal skills

- Highly motivated and detail-oriented

- Ability to coach, develop and performance manage a team of experienced analysts and consultants

- Ability to multi-task in a fast paced environment

- Ability to work both independently and within a team to meet organizational objectives and deadlines

- Demonstrate strategic thinking skills

- Data Analytics certification is a plus

- Bachelor’s degree in Accounting, Finance, or related field

Minimum Requirements

- Proven capability to manage and successfully administer a large-scale, Global SOX-compliant Commission Program

- 12+ years’ experience working in a financial/analytical capacity in sales and/or commissions management role

- Proven ability to successfully manage a team

- High degree of proficiency with Xactly; Xactly Incent certifications through Level II strongly preferred

- Superior excel skills and proficiency with complex financial models

- Must be highly analytical with a comprehensive understanding of spreadsheets including pivot tables, XLOOKUP and other advanced Excel functions

- Ability to present Sales Commissions effectiveness, insights and potential changes to Senior leadership

The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.
Base Pay Range
$153,600$221,000 USD
Why Couchbase?
Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:
  • Generous Time Off Program - Flexibility to care for you and your family
  • Wellness Benefits - A variety of world class medical plans to choose from, along with dental, vision, life insurance, and employee assistance programs*
  • Financial Planning - RSU equity program*, ESPP program*, Retirement program* and Business Travel Insurance
  • Career Growth - Be valued, Create value approach
  • Fun Perks - A Monthly Lifestyle Spending Account credit, an ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.
  • And much more!
*Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.
Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.
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