Sales Incentives Accruals and Financial Modeling
Red Hat, Inc., Albany, NY, United States
Job Summary
Red Hat is looking for Senior Sales Incentives Analyst to join us in the USA. The Sales Incentives Accruals SME is responsible for managing the financial planning, accruals, and forecasting of sales incentive programs. This role ensures accurate tracking and forecasting of incentive spend, develops scalable accrual methodologies, and partners closely with Finance, Sales Operations, and Business Leadership to maintain financial discipline and transparency. The position plays a key role in aligning incentive compensation programs with company financial objectives while ensuring accurate budgeting, reporting, and financial analysis.
What you will do Sales Incentive Financial Management
Lead the end-to-end financial oversight of sales incentive programs, including accruals, forecasting, and variance analysis
Track and monitor sales incentives spending against budget and financial targets
Develop and maintain accurate accrual models to ensure appropriate financial recognition of incentive costs
Provide monthly and quarterly reporting on incentive spend, trends, and performance drivers
Budgeting and Forecasting
Lead forecasting processes for sales incentives expenses in partnership with Finance and Sales Operations
Build and maintain financial models to project incentive payouts based on sales performance scenarios
Analyze spend drivers and recommend adjustments to improve predictability and cost management
Methodology Development
Design and refine accrual methodologies for different sales compensation structures
Establish consistent processes, documentation, and controls for incentive accrual calculations
Continuously improve financial modeling approaches to enhance forecast accuracy and reporting efficiency
Cross-Functional Partnership
Partner closely with Finance teams during monthly close, budgeting cycles, and financial planning activities
Collaborate with Sales Operations and Compensation teams to align plan design with financial assumptions
Support leadership with insights into incentive effectiveness, cost of sales, and program optimization
Analysis and Insights
Conduct deep financial analysis on incentive program performance and payout trends
Identify opportunities to improve sales plan design from a financial sustainability perspective
Provide data-driven insights to leadership regarding incentive program ROI and cost management
What you will bring
10+ years of experience in sales incentives compensation, finance, FP&A, or related analytical roles
Experience managing incentive accruals, forecasting, or commission expense modeling
Strong understanding of sales compensation structures and incentive plan mechanics
Advanced financial modeling and analytical capabilities
Strong Excel or financial modeling tools expertise
Experience working with compensation management or financial planning systems is a plus
Strong analytical and problem-solving skills
Ability to translate complex financial concepts into clear business insights
Strong cross-functional collaboration with Finance, Sales Operations, and leadership teams
Attention to detail with a focus on accuracy and financial controls
Preferred Background
Experience in sales compensation planning or sales operations finance
Exposure to enterprise sales organizations and complex incentive structures
The salary range for this position is $166,930.00 - $275,470.00. Actual offer will be based on your qualifications.
Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
About Red Hat Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high‑performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in‑office, to office‑flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We’re a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Benefits
Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Note: These benefits are only applicable to full‑time, permanent associates at Red Hat located in the United States.
Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application,
application-assistance@redhat.com
. General inquiries, such as those regarding the status of a job application, will not receive a reply.
#J-18808-Ljbffr
What you will do Sales Incentive Financial Management
Lead the end-to-end financial oversight of sales incentive programs, including accruals, forecasting, and variance analysis
Track and monitor sales incentives spending against budget and financial targets
Develop and maintain accurate accrual models to ensure appropriate financial recognition of incentive costs
Provide monthly and quarterly reporting on incentive spend, trends, and performance drivers
Budgeting and Forecasting
Lead forecasting processes for sales incentives expenses in partnership with Finance and Sales Operations
Build and maintain financial models to project incentive payouts based on sales performance scenarios
Analyze spend drivers and recommend adjustments to improve predictability and cost management
Methodology Development
Design and refine accrual methodologies for different sales compensation structures
Establish consistent processes, documentation, and controls for incentive accrual calculations
Continuously improve financial modeling approaches to enhance forecast accuracy and reporting efficiency
Cross-Functional Partnership
Partner closely with Finance teams during monthly close, budgeting cycles, and financial planning activities
Collaborate with Sales Operations and Compensation teams to align plan design with financial assumptions
Support leadership with insights into incentive effectiveness, cost of sales, and program optimization
Analysis and Insights
Conduct deep financial analysis on incentive program performance and payout trends
Identify opportunities to improve sales plan design from a financial sustainability perspective
Provide data-driven insights to leadership regarding incentive program ROI and cost management
What you will bring
10+ years of experience in sales incentives compensation, finance, FP&A, or related analytical roles
Experience managing incentive accruals, forecasting, or commission expense modeling
Strong understanding of sales compensation structures and incentive plan mechanics
Advanced financial modeling and analytical capabilities
Strong Excel or financial modeling tools expertise
Experience working with compensation management or financial planning systems is a plus
Strong analytical and problem-solving skills
Ability to translate complex financial concepts into clear business insights
Strong cross-functional collaboration with Finance, Sales Operations, and leadership teams
Attention to detail with a focus on accuracy and financial controls
Preferred Background
Experience in sales compensation planning or sales operations finance
Exposure to enterprise sales organizations and complex incentive structures
The salary range for this position is $166,930.00 - $275,470.00. Actual offer will be based on your qualifications.
Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
About Red Hat Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high‑performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in‑office, to office‑flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We’re a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Benefits
Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Note: These benefits are only applicable to full‑time, permanent associates at Red Hat located in the United States.
Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application,
application-assistance@redhat.com
. General inquiries, such as those regarding the status of a job application, will not receive a reply.
#J-18808-Ljbffr