Senior Revenue Operations Manager (GTM Compensation)

Salary: $151K - $183K Location Type: Remote Employment Type: Full-Time

Position Overview

Dandy is revolutionizing the dental industry, a market valued at over $200 billion. With support from leading venture capital firms, our mission is to modernize dental practices through technology. We are building the operating system for dental offices globally, providing clinicians and their teams with innovative technology and exceptional support to enhance their practices, people, and patients.

Our Go-To-Market (GTM) team is instrumental in introducing our groundbreaking product to dentists nationwide. The sales team focuses on improving sales funnel conversion and speed, securing new business and fostering long-term customer loyalty. The Account Management team concentrates on retention and loyalty while identifying revenue growth opportunities. Revenue Operations provides critical support to GTM leadership, advancing our mission and expanding market share.

As a Senior Revenue Operations Manager specializing in GTM compensation, you will shape our commercial strategy and standardize GTM operations, particularly concerning the compensation of our sales and account management teams. You will execute our compensation strategy by designing compelling and motivating variable compensation plans for these teams. This involves collaborating with cross-functional teams, such as Finance, to ensure mutual benefit for Dandy and our employees. You will also work with internal systems teams to implement these plans and establish guardrails for accurate calculation and payout. Your responsibilities will include refining all aspects of our compensation processes, partnering with the GTM executive team to ensure operational excellence, and reporting on the cost and effectiveness of variable compensation plans with recommendations for changes. You will collaborate with segment-specific specialists within Revenue Operations to ensure quotas are fair, attainable, and drive necessary business outcomes.

Responsibilities

• 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 with 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 utilizing commissions software systems or implementing business process improvements to reduce manual effort and minimize human error.
• Collaborate cross-functionally with Finance, Legal, and People Operations to ensure compliance with regulations and alignment with the 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 competitive.

About Dandy

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.