Sales Compensation Lead

The Problems You'll Solve

At Carta, our employees set out on a mission to unlock the power of equity ownership for more people in more places. We believe that the problems we solve today unlock the opportunities of tomorrow. As a Sales Compensation Lead (IC), you’ll work to:

• Co‑lead the monthly sales compensation process, ensuring accurate, timely commission calculations and performance reporting.
• Drive sales compensation analytics and benchmarking to inform plan design and market competitiveness.
• Partner with leadership to model scenarios, communicate trade‑offs, and assess business impact.
• Build dashboards and reporting frameworks to monitor plan effectiveness and ROI.
• Collaborate with Finance, Sales, HR, and Legal to ensure compliance, accuracy, and alignment with business goals.
• Enhance and maintain compensation tools (e.g., CaptivateIQ) for scalable and transparent data management.
• Provide analytical insights and recommendations during quarterly plan design reviews.
• Communicate compensation designs and changes clearly to leaders and sales teams.
• Identify and implement process improvements to strengthen operations and analytics quality.

The Team You'll Work With

Joining our Finance Team, you will step into a pivotal role within the Sales Compensation function. Collaborating closely with our CRO, Sales Leadership, Finance, HR, Total Comp, and Legal, you will be instrumental in defining, building, and scaling a world-class sales compensation strategy and operational foundation.

The Sales Incentive Compensation Team collaborates with Finance leaders to steer Carta’s revenue strategy and execute it with excellence. Tasked with driving revenue and business objectives, the team takes ownership of the end-to-end Sales Incentive Compensation strategy and execution, along with the reporting and operational foundation, enabling Carta's continuous scaling and growth.

About You

As a Lead (IC) on the Sales Compensation team in a growing business, the ideal candidate embodies natural qualities coupled with experience in sales compensation. A passion for constructing scalable processes and adapting swiftly in ambiguous situations is paramount. This individual excels in the delicate balance between strategic planning and hands-on execution, demonstrating comfort in diving into the details.

• 5+ years of progressive experience in sales compensation, increasing in responsibility, complexity, and scale.
• Proven ability to manage the end‑to‑end commissions close process, accounting for deadlines, payroll dependencies, and receivables.
• Deep expertise in sales incentive compensation concepts, data tracking, and performance measurement methodologies.
• Exceptional communicator with the ability to distill complex information and deliver updates effectively across executive and cross‑functional audiences.
• Advanced analytical capability, skilled in manipulating large data sets, building models, and performing scenario analyses with a high degree of accuracy.
• Strategic, structured thinker with strong business acumen and the ability to translate data insights into actionable strategies and process improvements.
• Proficient in CaptivateIQ, SFDC, Google Workspace (Gsuite), Excel, and familiar with AI enabled tools; experience with, Looker, or other BI platforms is a plus.

Salary

Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our minimum cash compensation (salary + commission if applicable) range for this role is: $157,250 - $185,000. Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors.