Ethoca, a Mastercard company, is seeking a highly analytical and detail-oriented Senior Specialist to join the Sales Excellence team
Reporting to the Manager, Sales Excellence, this role is responsible for owning key sales compensation, data governance, and reporting processes that directly impact business performance and employee compensation
The successful candidate will possess solid analytical skills, exceptional attention to detail, and the ability to manage complex datasets while delivering accurate results under tight deadlines
This role requires close collaboration with Sales, Account Management, Finance, HR, and Payroll to ensure data integrity, commission accuracy, and operational excellence
Lead the end-to-end sales compensation process, including commission calculation, data governance, validation, reporting, and payout execution, ensuring accuracy, auditability, and compliance with compensation policies
Analyze and reconcile Salesforce bookings against revenue and billing data, investigating discrepancies and ensuring accurate compensation outcomes
Maintain and validate Salesforce opportunity data, ensuring accuracy, completeness, and adherence to data governance standards
Partner with Sales and Account Management teams to resolve data quality issues and improve reporting accuracy
Prepare and validate commission statements, payout reports, and supporting documentation with a high degree of accuracy and auditability
Investigate commission inquiries, exceptions, and disputes; perform root cause analysis and drive timely resolution
Develop and maintain analytical models, reconciliations, dashboards, and reports to support sales performance tracking, bookings analysis, and commission reporting
Partner with HR, Payroll, and Finance to ensure timely and accurate commission payments while maintaining compliance with compensation policies and internal controls




Support audits, compensation plan changes, system enhancements, and process improvement initiatives
Identify opportunities to improve process efficiency, automation, data quality, and operational controls
Support ad hoc compensation, reporting, and operational requests from business stakeholders and leadership
Strong communication and stakeholder management skills, with the ability to collaborate effectively across Sales, Account Management, Finance, HR, and Operations teams
Exceptional attention to detail, strong analytical and problem-solving skills, and a high degree of ownership and accountability when managing business-critical processes and sensitive compensation data
Strong understanding of sales performance metrics, bookings, revenue concepts, pricing structures, and incentive compensation programs
Demonstrated ability to manage multiple priorities, work effectively under pressure, and consistently deliver high-quality results within tight deadlines
Experience with CRM Analytics, Tableau, Power BI, or similar reporting tools is an asset
Proven ability to analyze complex business data, identify discrepancies, perform root cause analysis, and apply sound business judgment to resolve non-standard or exceptional scenarios while maintaining accuracy and auditability
Experience in Sales Operations, Sales Compensation, Revenue Operations, Commercial Finance, Deal Pricing, or a similar analytical role within a B2B environment
Advanced Excel skills and experience working with Salesforce CRM, including data validation, reconciliation, analysis, and reporting
Experience supporting SaaS, FinTech, Payments, Technology, or subscription-based business models is preferred
Bachelor's degree in Accounting, Finance, Economics, Business, Analytics, or a related field; MBA or relevant professional designation (e.g., CPA, CFA) is considered an asset

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📌 Senior Specialist in Sales Excellence (Ontario)
🏢 Mastercard
📍 Ontario