Sr. Sales Compensation Analyst - Route

We Are Route

When shoppers hit "buy," a great customer experience doesn’t end, it’s just getting started. For too long, everything after checkout has been the weakest link in ecommerce: confusing tracking, lost or damaged packages, clunky returns, and missed opportunities to turn first-time buyers into lifelong fans. That's why we built Route.

Our mission is simple: we create shopper confidence that fuels brand growth. Route is the leading post-purchase platform for modern ecommerce, trusted by thousands of brands and protecting more than $20 billion in gross merchandise value to date. From package protection and industry-leading order tracking to returns and exchanges, cash back loyalty, and engaging product recommendations, Route brings every moment after checkout into one powerful platform, empowering shoppers with visibility and peace of mind while giving merchants loyalty that lasts well beyond the first sale.

Since launching in 2018, Route has raised over $250 million from leading investors including Craft Ventures, Hedosophia, and Hanaco Ventures, and has grown into a complete post-purchase ecosystem loved by millions of shoppers and the brands they buy from. Throughout that growth, we've stayed committed to building innovative products that empower our customers and to fostering a people-first, values-driven culture that makes Route a place where great work and great people thrive.

We're looking for talented people across the ecommerce space to join us on the next chapter of this adventure. Don't just take our word for it, Discover what life at Route has to offer.

The team

Joining Route's RevOps team means joining a group of curious, driven operators who believe the future of revenue operations is being written right now, and we intend to write it. We pair a people first culture with a relentless commitment to AI innovation, using tools like Claude to eliminate friction, move faster, and make smarter decisions across the entire Revenue  motion. We don't just adopt new technology; we find ways to make it work harder than anyone thought possible. 

The opportunity

As a Revenue Operations Sr. Specialist, you'll own and operate critical GTM processes across systems, reporting, and sales compensation. You'll manage multi-step workflows that span multiple stakeholders, translate business needs into technical requirements, and deliver high-quality work with minimal oversight. This is a high-impact, high-visibility role where you'll proactively identify issues before they become business risks and help keep our revenue engine running smoothly.

What you’ll do

• Run multi-step, cross-functional workflows such as forecast hygiene, WBR prep, and compensation processing
• Own and administer sales compensation programs, including plan design support, attainment tracking, target management, and payout calculations in our compensation platform, such as Salesforce Spiff. 
• Scope small-to-medium projects with clear requirements and timelines, from tool fixes and process changes to analytics updates
• Translate business needs into accurate technical requirements within our GTM tech stack and BI tools
• Design and maintain dashboards, reporting packages, and automated workflows with minimal oversight
• Proactively identify system or process issues before they escalate into business risks
• Partner with cross-functional stakeholders (Sales, Finance, CS, Marketing) to align on expectations and deliverables
• Communicate tradeoffs, risks, and timelines proactively to managers and stakeholders
• Partner with Enablement to create training materials and documentation that are adopted across teams
• Perform root-cause analysis across multiple components — data, process, and system logic
• Assist peers in systems outside your direct ownership when needed

What we’re looking for

• Core Skills & Experience

  • 3–5 years in Revenue Operations, Sales Operations, or a related GTM operations role, with a significant portion of that time spent in a hands-on compensation function
  • Deep, day-to-day ownership of sales compensation — this means building and maintaining comp plans, managing quota cycles, calculating attainments, reconciling commissions, and resolving disputes at the rep level. Familiarity with comp theory is not enough; we need someone who has done the work
  • Direct ownership or heavy administration of a compensation platform such as Spiff, CaptivateIQ, Xactly, or equivalent — you should be able to configure plans, build logic, and troubleshoot without relying on a vendor or another team
  • Ability to partner closely with Finance, HR, and Sales Leadership to ensure comp plans are accurately modeled, documented, and paid on time
  • Strong Salesforce experience, including object relationships, workflows, validation rules, and dashboards — compensation data lives in SFDC and you'll need to navigate it fluently
  • Solid understanding of GTM workflows including routing, quote to cash, forecasting, renewals, and cross-functional handoffs
  • Experience with BI tools such as Looker or Tableau for attainment reporting and operational insights
  • Ability to identify operational gaps, connect data across systems, and anticipate downstream impacts — especially in compensation logic where errors have direct rep impact
  • Clear, structured communicator who can translate complex comp mechanics to non-technical stakeholders and hold a high bar for accuracy and timeliness
  
  

  GTM Knowledge

  • Strong understanding of GTM workflows, routing, quote-to-cash, forecasting, attribution, renewal flows, and SDR → AE → CSM handoffs
  • Able to anticipate operational dependencies across GTM teams and proactively address gaps
  • Can speak in depth about how system or process changes impact downstream teams
  • Understands Route's products and can articulate the value proposition at an advanced level

  Communication & Leadership

  • Clear, concise, professional and influential communicator who can lead cross-functional conversations to define requirements
  • Provides structure and organization in complex discussions; facilitates meetings with clear agendas and outcomes
  • Synthesizes information from multiple teams and communicates it effectively to stakeholders
  • Offers feedback to peers and guides others through processes
  • Treats everyone with respect
  • Delivers high-quality work without requiring senior review

Equal opportunity for all

Route is an Equal Opportunity Employer. We embrace diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Total Rewards

We know our team works best when everyone feels happy, healthy, and supported. We offer to pay 95% - 100% of your health insurance premiums for you and your family, remote or hybrid work arrangements, unlimited PTO, 401k matching, formalized growth opportunities, learning & development, DEI programs & events, and so much more.

Pay Transparency

Salary for this role: $132,000 - $140,000

The cash compensation above includes base salary, and is not reflective of potential commission for employees in eligible roles, or annual bonus targets under Route’s bonus plan for eligible roles. In addition to cash compensation, all Route employees are eligible to participate in Routes equity incentive plan to receive stock options per the terms of the agreement. Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their career level, skills, experience, specific geographic location qualifications and other job-related reasons.