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About the Role
This role is responsible for designing, modeling, and governing Variable Incentive Plans (VIP) and Sales Operating Models to enhance sales performance and scalability. You will act as a subject matter expert, advisor, and program lead, driving sales excellence and ensuring consistent execution across global teams.
Responsibilities
- Own VIP plan design, impact modeling, and governance.
- Manage end-to-end Variable Incentive Plans (VIP) & SPIFF program.
- Perform VIP employee-level impact modeling and financial impact estimates.
- Act as Sales Incentives subject matter expert and build consensus with stakeholders.
- Prepare Steering Committee approval materials.
- Serve as a trusted advisor to Sales Leadership on incentive strategy and execution.
- Own submission of materials through the Geo Employee Representative Body (ERB) intake process.
- Create, maintain, and issue VIP documentation and set up in Workday.
- Coordinate with Legal, Local Geo/Works Council teams, Finance, and Employee Communications for VIP plan implementation.
- Own the overall communication plan for VIP and commercial program changes.
- Communicate program vision and impact to senior leadership and the organization.
- Lead and partner with Sales Leaders and HR to define the evolution of the Sales Blueprint and Operating Framework.
- Lead the ongoing refinement, adoption, and execution of partner Tier Segmentation.
- Drive adoption of the blueprint and sales frameworks across regions.
- Act as the connector between strategy and execution for sales excellence and VIP design.
- Identify and lead complex, cross-functional programs that enhance sales performance and scalability.
- Mobilize and influence senior stakeholders across Sales, Product, Legal, Finance, HR, and Commercial Operations.
- Use data and AI to define KPIs, track sales excellence and VIP program effectiveness, and identify simplification opportunities.
Requirements
- Strong program management and execution skills.
- Experience on incentive plan design and employee impact modeling desired.
- Experience navigating formal governance processes for employee-related changes.
- Strong track record leading sales excellence, enablement, or commercial strategy programs at scale.
- Comfortable operating at Senior Manager level and representing the function to senior stakeholders (VP+) with autonomy.
- AI-savvy and data-literate; confident using AI tools and data to shape design decisions.
- Skilled at navigating cross-functional ambiguity across Sales, HR/Compensation, Legal, Finance, and Comms.
- Bachelor's degree in Business, Finance, or related field.
- Travel or B2B SaaS experience preferred.
Skills
- Program Management
- Execution
- Incentive Plan Design
- Impact Modeling
- Governance
- Sales Excellence
- Enablement
- Commercial Strategy
- AI Tools
- Data Analysis
- Cross-functional Collaboration
Location
- Madrid
Work Type
- Full-time
Experience Level
- Senior Manager
Education Level
- Bachelor's degree in Business, Finance, or related field
Salary/Compensations
- €70,000.00 to €98,000.00
- Potential to increase pay up to €112,000.00 based on performance
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Paid time off
- Employee Assistance Program
- Wellness reimbursement
- Travel reimbursement
- Travel discounts
- International Airlines Travel Agent Network (IATAN) membership
About the Company
- Expedia Group helps travelers explore the world with confidence and ease.
- Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings.
- We are a global travel company powered by passionate people, trusted partnerships, and leading technology.
- We connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business.
Equal Opportunity
- Expedia is committed to creating an inclusive work environment with a diverse workforce.
- All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.