Associate, Sales Compensation Strategy and Operations

About the Role

Toast is seeking an Associate to support the operations and scaling of compensation for its sales organization. This role involves partnering closely with the Sales Compensation Strategy & Operations Manager and the Commissions and Territory teams.

Key Responsibilities

Sales Compensation Operations

• Manage a high volume of opportunity credit adjustments, applying sales policy and rules of engagement (ROE) to ensure accurate crediting.
• Escalate exceptions with clear recommendations.
• Process recurring data loads throughout the month.
• Lead quarterly MBO (management by objectives) consolidation and reporting for sales managers.
• Serve as a point of contact for sales leaders and representatives on crediting questions, providing clear explanations.

Process Scalability & AI Enablement

• Design, build, and test AI-assisted workflows and automations for tasks like data cleanup and recurring reports.
• Help transition sales compensation from reactive to proactive by building automated checks and alerts.
• Write and maintain SOPs and sales comp policy documentation.
• Identify and propose improvements for repetitive work.

Planning & Analysis

• Support monthly attainment reporting and leadership-facing presentations.
• Scale and enhance compensation reporting through standardization, dashboard improvements, and automation.
• Support plan design and quota analysis, including scenario modeling and data extraction.
• Partner with the Territory team to support the rollout of territory-based quotas, including data preparation, validation, and rep-level quota reporting.

Requirements & Tech Stack

• 0–2 years of experience in an analytical or operations role (e.g., sales ops, revenue ops, finance, payroll, business operations, consulting).
• Strong Excel/Google Sheets skills and comfort with large datasets.
• High attention to detail and ownership of accuracy.
• Curiosity about AI tools and a proactive approach to improving repetitive work.
• Clear written and verbal communication skills.
• Bias toward action and comfort in a fast-moving, high-volume environment.
• Experience with Salesforce (CRM) or similar systems, or willingness to learn quickly.

Nice to Haves

• Experience with sales compensation software (e.g., Xactly, CaptivateIQ, Spiff, Varicent).
• Hands-on experience using AI tools to build workflows, automations, or reusable prompts.
• SQL fluency or experience with Snowflake, Sigma, or similar BI tools.
• Familiarity with sales compensation concepts (quotas, accelerators, crediting rules, pay mix).