Sales Planning & Compensation Manager

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to world-shaping innovations. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world. We’re traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list. 

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

• Trusted information that shapes the industry and informs investment
• Intelligence and advice that guides and influences strategy
• Advertising that grows reputation and establishes thought leadership
• Custom content that engages and prompts action
• Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn

This role is based in our 240 Blackfriars  office.

We're looking for a strategic Sales Planning & Compensation Manager to join our team and drive sales performance through innovative compensation design and data-driven planning. You'll play a pivotal role in aligning our sales objectives with business goals while optimizing territory structures and quota methodologies.

What You'll Do

Sales Compensation Design & Management

• Partner with our Head of Sales to create competitive compensation plans that motivate the right behaviors and deliver business results
• Build commission structures, bonus programs, and incentive plans across different sales roles
• Benchmark our compensation against the market to stay competitive
• Model compensation scenarios and assess their impact on both sales performance and company profitability
• Lead annual compensation plan rollouts and ensure clear communication to sales teams

Sales Planning & Analytics

• Drive annual and quarterly sales planning, including quota setting and territory design
• Develop sales capacity models and provide headcount planning recommendations
• Analyze sales productivity to identify opportunities for improvement
• Support forecasting processes with insights and data-driven recommendations

Territory & Quota Management

• Work with our Head of Sales to design optimal territory structures based on market potential, customer segments, and sales capacity
• Create fair and achievable quota allocation methods
• Manage territory changes and quota adjustments throughout the year
• Analyze territory performance and recommend optimization strategies

Process Improvement & Systems Management

• Continuously enhance our sales planning and compensation processes for greater efficiency and accuracy
• Maintain data integrity across all compensation and planning systems
• Create and update process documentation and training materials
• Lead system implementations and upgrades for sales planning and compensation tools

Stakeholder Management & Communication

• Collaborate with sales leadership on strategic planning and performance reviews
• Train and support sales managers on compensation plans and territory management
• Act as the go-to person for sales compensation questions and dispute resolution

Essential Experience

• 5+ years in sales operations, compensation, or business analytics
• Proven track record designing and managing sales compensation programs
• Strong background in sales planning, territory management, or quota setting
• Experience with SPM systems (Xactly, Varicent, SAP Commissions, etc.)
• Bachelor's degree in Business, Finance, Economics, Mathematics, or related field
• Advanced Excel skills for complex modeling and analysis
• Proficiency in CRM systems (Salesforce, HubSpot, etc.) and data extraction
• Experience with business intelligence tools (Tableau, Power BI, Looker, etc.)
• SQL and Python knowledge for data analysis and reporting
• Statistical analysis capabilities and understanding of predictive modeling

Key Competencies

• Strong analytical and problem-solving abilities with exceptional attention to detail
• Excellent communication and presentation skills for diverse audiences
• Project management expertise with ability to juggle multiple initiatives
• Deep understanding of sales processes, methodologies, and performance metrics
• Change management skills and ability to drive adoption of new processes

Why You'll Love Working Here

This role offers the opportunity to make a real impact on our sales organization's success while working with cutting-edge tools and methodologies. You'll collaborate with senior leadership and have the autonomy to drive meaningful change in how we approach sales planning and compensation.

Ready to take your sales operations career to the next level? We'd love to hear from you

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, colour, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world