Senior Specialist, Sales Excellence

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Title and Summary Senior Specialist, Sales Excellence Overview 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 strong 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. Role •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. All About You •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. •3+ years of experience in Sales Operations, Sales Compensation, Revenue Operations, Commercial Finance, Deal Pricing, or a similar analytical role within a B2B environment. •Experience supporting SaaS, FinTech, Payments, Technology, or subscription-based business models is preferred. •Strong understanding of sales performance metrics, bookings, revenue concepts, pricing structures, and incentive compensation programs. •Advanced Excel skills and experience working with Salesforce CRM, including data validation, reconciliation, analysis, and reporting. •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. •Exceptional attention to detail, strong analytical and problem-solving skills, and a high degree of ownership and accountability when managing