We are looking for an experienced Business Analyst with strong domain expertise in Sales Planning, Sales Processes, and Sales Compensation.

The Business Analyst will work closely with business stakeholders, Sales Operations, Sales Finance, Compensation teams, Product Owners, and technology teams to understand business needs, analyze existing processes, identify improvement opportunities, and translate requirements into clear functional specifications.

The ideal candidate should have strong knowledge of sales planning, quota management, sales performance, incentive compensation, commission processes, and sales operations, along with excellent requirements-management and stakeholder-management skills.

a, Confluence

• Key Responsibilities

  • Work with business stakeholders to gather, analyze, and document business requirements.
  • Understand existing Sales Planning, Sales Process, and Sales Compensation processes.
  • Perform As-Is / To-Be process analysis and identify process gaps and improvement opportunities.
  • Translate business requirements into detailed functional requirements and user stories.
  • Facilitate workshops with Sales Operations, Sales Finance, Compensation, HR, and technology teams.
  • Analyze requirements related to:
    • Sales planning and forecasting
    • Quota and target setting
    • Territory and account planning
    • Sales performance management
    • Incentive compensation
    • Commission calculation
    • Sales crediting and attribution
    • Compensation eligibility
    • Incentive rules and payout
    • Sales reporting and analytics
  • Define business rules, calculation logic, validations, exceptions, and approval workflows.
  • Document end-to-end business processes, workflows, data flows, and system interactions.
  • Identify opportunities for process simplification, automation, standardization, and improved user experience.
  • Work with technical teams to explain requirements and clarify functional questions.
  • Support solution design by providing detailed business and functional requirements.
  • Define acceptance criteria and support test-case development.
  • Participate in SIT, UAT, defect triage, and business validation.
  • Validate that delivered solutions meet business requirements.
  • Manage requirements traceability throughout the project lifecycle.
  • Identify dependencies, risks, assumptions, and business impacts.
  • Prepare functional documentation, process documentation, and business presentations.
  • Communicate effectively with stakeholders at different organizational levels.

  Primary Skills

  • Business Analysis
  • Sales Planning
  • Sales Process Analysis
  • Sales Compensation / Incentive Compensation
  • Sales Performance Management
  • Quota & Target Management
  • Sales Forecasting
  • Territory & Account Planning
  • Commission & Incentive Calculation
  • Business Requirements Gathering
  • Requirements Analysis & Documentation
  • As-Is / To-Be Process Mapping
  • Business Process Optimization
  • User Stories & Acceptance Criteria
  • Stakeholder Management

  Secondary Skills

  • Sales Operations
  • Revenue Planning
  • Sales Crediting & Attribution
  • Compensation Plan Design
  • Incentive Eligibility
  • Attainment Calculation
  • Accelerators / Thresholds
  • Commission Statements
  • Payout Processes
  • Sales Hierarchy Management
  • CRM – Salesforce / Siebel / SAP CRM / Microsoft Dynamics
  • Incentive Compensation Management platforms
  • SAP / Oracle / Workday exposure
  • SQL and Data Analysis
  • Data Mapping
  • Power BI / Tableau
  • Reporting & Analytics
  • BPM / Workflow
  • Process Automation
  • Agile / Scrum
  • Jira / Confluence
  • UAT / Test Management

  Domain Expertise

  Sales Planning

  • Annual and quarterly sales planning
  • Sales target setting
  • Quota allocation and distribution
  • Territory planning
  • Account planning
  • Sales capacity planning
  • Revenue forecasting
  • Pipeline forecasting
  • Sales hierarchy and organizational planning
  • Scenario / What-if planning

  Sales Process

  • Lead and opportunity management
  • Account and territory management
  • Pipeline management
  • Quote and proposal processes
  • Sales execution
  • Sales target tracking
  • Sales performance measurement
  • Order / booking processes
  • Revenue and attainment tracking
  • Sales reporting and analytics

  Sales Compensation

  • Incentive compensation plan management
  • Compensation eligibility
  • Quota and goal assignment
  • Sales crediting
  • Commission calculation
  • Incentive rules and business logic
  • Thresholds and accelerators
  • Bonus calculations
  • Adjustments and exceptions
  • Compensation disputes
  • Compensation statements
  • Payout processing
  • Compensation reporting and audit

  Key Deliverables

  • Business Requirements Document (BRD)
  • Business Process Documentation
  • As-Is / To-Be Process Flows
  • Functional Requirements / Functional Specifications
  • User Stories and Acceptance Criteria
  • Business Rules and Calculation Logic
  • Data Requirements and Data Mapping
  • Process and Workflow Documentation
  • Requirements Traceability Matrix
  • UAT Scenarios and Test Cases
  • Business Impact / Gap Analysis
  • Stakeholder Workshop Outputs

Qualifications

• Bachelor's or Master's degree in Business, Computer Science, Engineering, Information Technology, or a related discipline.
• %+ years of experience as a Business Analyst, preferably within Sales, Sales Operations, Sales Planning, or Sales Compensation.
• Strong understanding of Sales Planning and Incentive Compensation processes.
• Proven experience gathering and documenting complex business requirements.
• Experience working with cross-functional business and technology teams.
• Strong analytical, problem-solving, communication, and presentation skills.
• Experience working in Agile/Scrum environments.

Ideal Candidate Profile

The ideal candidate should be a domain-focused Business Analyst who can understand complex Sales business processes and convert them into clear, actionable requirements for technology teams.

The candidate should be comfortable working across the complete lifecycle:

Sales Planning → Quota & Target Setting → Sales Execution → Performance & Attainment → Sales Crediting → Compensation Calculation → Incentive/Payout → Reporting

Strong experience in Sales Compensation, Sales Planning, and Sales Process optimization is preferred.