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The job details are as follows:
The Senior Financial Analyst, Sales Compensation partners with Sales Operations on the design of sales incentive plans and owns the end-to-end administration of those plans, including the monthly commission process for the Americas. This role serves as the global subject matter expert for OCLC’s Xactly platform, ensuring system integrity, accurate commission calculations and payments, and strong controls.
Sitting within Finance, the role leverages retention and new business data to deliver actionable sales reporting and analytics, including pipeline performance and commission earnings trends, and provides variance analysis across all levels of the organization. The Analyst also supports Finance in sales incentive expense budgeting and forecasting, equipping sales management and executive leadership with the insights needed to drive informed business decisions.
Responsibilities:
Commission Management
- Partner with Sales Operations and cross-functional stakeholders to support the design and annual refresh of sales incentive plans, providing financial modeling, data-driven insights, and feasibility analysis. Lead the operationalization and ongoing administration of approved plans, ensuring alignment to business objectives, clarity in plan mechanics, and continuous improvement of commission methodologies and processes.
- Own the monthly commission process end-to-end, including data compilation, participant setup, commission and bonus calculations, and payment validation. Ensure accuracy, timeliness, and compliance with plan documents through audit and reconciliation processes across Xactly, NetSuite, and Salesforce.
- Serve as the Xactly subject matter expert for the Americas, providing system administration, user support, and guidance to Finance, Sales Operations, and Sales teams. Partner with global teams on system enhancements, releases, and issue resolution.
- Administer and enhance the Xactly sales incentive system for the Americas, including configuration, testing, and deployment of system updates and new releases. Evaluate and implement improvements to commission tools and processes to increase efficiency and scalability.
- Support Americas sales team members through onboarding, training, and ongoing issue resolution, including investigating and resolving commission-related questions and discrepancies.
- Partner with FP&A to support sales incentive expense forecasting, accruals, and variance analysis, and provide analytics on retention and new business performance to inform financial planning and decision-making.
- Leverage technology and automation to enhance commission processes, improve data accuracy, and increase operational efficiency; evaluate and implement AI-driven solutions to optimize workflows and support decision-making.
Reporting & Analytics
- Develop and deliver monthly dashboards and analytics to Sales management and executives, including performance against sales goals, commission attainment, and earnings trends.
- Partner with Sales Operations to develop and analyze sales pipeline reporting for executives, including metrics such as sales cycle length, pipeline velocity, and conversion rates by stage.
- Develop and manage both ad-hoc and recurring reports to support Sales, Product, and executive team needs, ensuring accuracy, consistency, and appropriate prioritization of requests.
Qualifications:
- Bachelor’s degree in business or related field of study. Significant related experience may be considered in place of degree.
- Minimum of 4-7 years (3+ years with MBA or Professional certification) of experience in analytical and forecasting roles.
- Strong presentation and communication skills with the ability to communicate with executive leadership. Ability to handle stressful situations with tact and diplomacy.
- Excellent analytical and reporting skills with the ability to understand the sales process and customer accounts to accurately interpret data.
- Ability to work independently toward project deliverables and manage multiple tasks against deadlines.
- Experience with NetSuite, Xactly, and Salesforce or similar systems.
- Must be proficient in Microsoft Office and highly skilled with Excel.
- High level of attention to detail and accuracy.
Working Conditions
- Indoor office environment, no hazardous conditions.
- Occasional overnight travel may be required.
- Exposure to computer monitors.
ADA/EAA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
