Commercial Operations Manager

Position Summary
Repligen is seeking a highly analytical and detail-oriented Commercial Operations Analyst focused on Incentive Compensation to support the design, administration, governance, and optimization of global sales compensation programs. This role will play a critical part in ensuring accurate and timely commission processing, supporting compensation plan design, driving system implementation initiatives, and improving operational scalability through automation and process governance.
The ideal candidate will have hands-on experience managing incentive compensation programs, administering compensation calculations, and supporting the implementation and ongoing administration of incentive compensation platforms such as Xactly, CaptivateIQ, Akeron, Varicent, or similar tools.
Responsible for leading strategic Commercial Operations initiatives including incentive compensation, Xactly administration, quota planning, territory management, and sales performance analytics. Partners closely with Sales, Finance, HR, IT, and executive leadership to drive revenue growth, operational efficiency, and scalable commercial processes while providing governance and strategic direction across the Commercial Operations function.

Key Responsibilities

Incentive Compensation Administration

• Administer and support global incentive compensation processes for sales and commercial teams.
• Process monthly and quarterly commission calculations, validations, adjustments, and payouts.
• Ensure accuracy and integrity of compensation data across CRM, SAP, Workday, and compensation systems.
• Manage compensation plan documentation, quotas, crediting rules, and territory alignment updates.
• Support commission inquiries and resolution management with sales teams and leadership.

Compensation Planning & Analytics

• Support the annual compensation planning process including modeling, scenario analysis, and plan administration.
• Assist in the development and maintenance of compensation metrics, dashboards, and reporting.
• Analyze compensation effectiveness, attainment trends, and payout performance.
• Partner with Finance and Sales Leadership on forecasting commission expense and accruals.

Systems & Process Improvement

• Support implementation, enhancement, and ongoing administration of incentive compensation platforms.
• Participate in system configuration, UAT testing, data validation, and process documentation.
• Identify opportunities for automation and process optimization to improve scalability and governance.
• Collaborate with IT and Business Systems teams on CRM, SAP and Workday integrations, impacting compensation processing.

Governance & Compliance

• Maintain strong controls and audit readiness for compensation calculations and approvals.
• Ensure compensation processes adhere to company policies and governance standards.
• Assist in developing standardized procedures and documentation for compensation operations.

Strategic Planning and Revenue Optimization

• Serve as a trusted advisor and subject-matter expert to business and functional leaders on incentive strategy, performance measurement, and compensation design
• Partner with Senior Sales and Finance Leaders to support quota planning and territory alignment on an annual basis.
• Lead strategic Commercial Operations initiatives as directed.

Qualifications

• Bachelor’s degree in Business, Finance, Analytics, Economics, or related field.
• 7+ years of experience in Sales Operations, Commercial Operations, Finance, or Incentive Compensation administration.
• Hands-on experience with incentive compensation tools such as:
  • Xactly
  • CaptivateIQ
  • Akeron
  • Varicent
• Experience supporting compensation plan implementation and/or system deployments preferred.
• Strong analytical and Excel skills including complex formulas, pivots, lookups, and data validation.
• Experience working with CRM platforms such as Salesforce preferred.
• Familiarity with SAP and Workday systems.
• Ability to manage large datasets with strong attention to detail and accuracy.
• Strong communication and cross-functional collaboration skills.
• Ability to work in a fast-paced, evolving global organization.

Preferred Qualifications

• Experience in supporting global sales organizations and multiple compensation plans.
• Experience with compensation, governance and audit processes.
• Knowledge of territory management, quota deployment, and sales crediting methodologies.
• Exposure to BI/reporting tools such as Tableau or Power BI.
• Experience in life sciences, bioprocessing, manufacturing, or highly matrixed organizations preferred.

What Success Looks Like

• Accurate and timely commission processing with strong internal customer satisfaction.
• Improved compensation governance, transparency, and scalability.
• Successful implementation and adoption of compensation automation tools.
• Enhanced reporting and visibility into sales performance and compensation analytics.
• Strong partnership across Commercial Operations, Finance, HR, and Sales Leadership.