Revenue Strategy & Operations Senior Manager, GTM Compensation

Dandy is transforming the massive and antiquated dental industry—an industry worth over $200B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world-class support to achieve more for their practices, their people, and their patients.

About the Role

At Dandy, our GTM Team plays a pivotal role in bringing a revolutionary product to hundreds of thousands of dentists nationwide. Our sales team is focused on improving sales funnel conversion and speed, driving new business that turns into long-term, loyal Dandy customers. The Account Management team focuses on retention and loyalty while identifying opportunities to increase revenue. Revenue Operations partners closely with GTM leadership, providing essential support to advance the mission and gain market share.

As a Senior Revenue Operations Manager focused on GTM compensation, you will have the opportunity to shape our commercial approach and bring consistency to GTM operations, specifically regarding how our sales and account management teams are compensated. In this role, you’ll execute our compensation strategy by designing compelling and motivating variable compensation plans for our sales and account management teams, working with cross-functional teams like finance to ensure mutual benefit for Dandy and our employees. You will also collaborate with internal systems teams to implement these plans and set up the necessary guardrails for accurate calculation and payout. Your role will involve refining all components of our compensation processes. You will partner with the growing GTM executive team, ensuring operational excellence and execution at the highest level. This role will ensure adherence to processes and policies, and will routinely report on the cost & efficacy of the variable compensation plans with any appropriate recommendations for changes. This role will partner with segment-specific specialists within the revenue operations team to ensure quotas are fair and attainable while ensuring they are driving necessary business outcomes.

What You’ll Do

• Design and optimize sales compensation plans across multiple sales segments (SMB, Enterprise, XDR/SDR teams, AM) ensuring alignment with business objectives and market competitiveness.

• Partner with Sales Leadership to model and implement new compensation structures that drive specific behaviors and outcomes, including quota attainment, revenue quality, and customer activation metrics.

• Analyze sales performance data to identify trends, gaps, and opportunities for compensation plan improvements, leveraging Looker and other BI tools to drive insights.

• Collaborate with RevOps & Sales Leaders to set fair and attainable quotas that align to company objectives.

• Manage day-to-day compensation operations including commission calculations, dispute resolution, and ensuring accurate and timely payouts.

• Drive efficiency in compensation administration by leaning on commissions software systems or other business process improvements that reduce the manual burden of executing monthly compensation and to reduce potential human error.

• Collaborate cross-functionally with Finance, Legal, and People Operations to ensure compliance with regulations and alignment with overall compensation philosophy.

• Provide infrastructure support for maintaining rep information, tracking transfers, promotions, exits, paid leave, etc.

• Drive adoption of new compensation plans through clear communication, training materials, and ongoing support to sales managers and individual contributors.

• Benchmark external market data and conduct competitive analysis to ensure our compensation packages remain attractive in the market.

• Support special projects including international expansion compensation design, acquisition integration, and new sales motion development.

What We're Looking For

• 8+ years of total work experience in Sales Operations, Revenue Operations, Consulting, Investment Banking, or similar analytical & operational roles.

• 4+ years of sales compensation experience with demonstrated expertise in designing and managing complex commission structures.

• Advanced analytical and modeling skills in Microsoft Excel, Google Sheets, and other similar tools; ability to translate complex data into actionable insights.

• Experience with compensation software (SPIF, Xactly, CIQ or similar platforms) preferred.

• Track record of continuous process improvement with strategic impact.

• Intermediate to advanced proficiency with Salesforce.

• Proven track record of successfully implementing systems-based projects.

• Exceptional communication skills, both verbal and written.

• Comfort in maneuvering cross-functionally with internal teams such as Finance, Legal, and Enablement.

• Ability to make independent judgment calls in creating projects, techniques, and evaluation criteria for obtaining results.

• Experience working with BI tools such as Looker, Tableau, PowerBI.

• Highly organized, self-starter who takes initiative and does not let things slip through the cracks.

• Takes pride in his/her work, always delivers with highest quality.

• Experience with stakeholder management.

• Adaptable and comfortable with change in a dynamic fast-moving environment.

Bonus Points For

• Experience in B2B sales environments with short sales cycles (30 days or less) and high transaction volumes

• Healthcare or dental industry experience with understanding of practice management and clinical workflows

• Experience with international sales compensation including currency, tax, and regulatory considerations

• Advanced analytics skills with experience in SQL, Tableau, or other data visualization tools

• Background in scaling sales organizations from 50 to 200+ sales professionals

• Experience with channel partner compensation or complex sales structures involving multiple stakeholders

• Familiarity with equity compensation and total rewards program design

• Experience at fast-paced, high-growth companies

For full-time positions, Dandy offers a wide range of best-in-class, comprehensive, and inclusive benefits tailored to each country where we operate. Our local benefits packages typically include healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off—ensuring our team members are supported no matter where they live and work.

Dandy is proud to be an equal-opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.

Dandy also fully complies with the Americans with Disabilities Act (ADA). We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals. If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs. Visit Dandy Careers for more!

Compensation Range: $151K - $183K