Sales Compensation Manager

Greystone is a private national commercial real estate finance company with an established reputation as a leader in multifamily and healthcare finance, with over $12 billion in loan originations in 2024. The firm consistently ranks in the Top 10 for Fannie Mae & Freddie Mac multifamily loan originations and is the #1 Overall HUD Multifamily and Healthcare Lender in the country. Greystone also ranks nationally as a top affordable housing, seniors housing, and small balance loan lender. At Greystone, charity is at the heart of who we are and what we do. 

At Greystone, everything we do is driven by our purpose of improving others’ lives. As we work hard to maintain our ranking as a top national commercial real estate lender, our culture of caring and support is just as important. We don’t just say “Where People Matter” – we lead with this mantra every day to guide our actions and behaviors. Greystone is committed to fostering and preserving a culture of inclusion. Belonging is at the heart of our culture of caring, integrity and excellence, and is a driving force behind our entrepreneurial spirit and creativity. 

The Manager Sales Compensation leads the team that administers the company’s formula-based and production/sales compensation programs. This is a highly cross-functional, accounting-forward role responsible for the integrity of compensation calculations, financial controls, accruals, and audit readiness. The ideal candidate brings deep accounting expertise, proven leadership, and hands-on experience running automated compensation operations at scale.

Core Responsibilities

• Lead and manage the team responsible for administering Greystone’s sales compensation process, ensuring the accurate and timely delivery of monthly compensation statements to all sales employees and senior management companywide.
• Review monthly sales compensation calculations to ensure compliance with employment agreements, compensation plans, and special incentive programs approved by business leadership.
• Support Accounting’s month-end close by overseeing and reviewing formulaic sales bonus accrual entries in Workday.
• Facilitate the successful onboarding of new originator hires and internal transfers of originators by overseeing the setup and execution of formula-based compensation plans in beqom.
• Oversee the administration of formulaic bonus payments to ensure full compliance with plan provisions and payroll deadlines.
• Deliver monthly deferred production payout reporting by payroll entity to support cash flow forecasting.
• Serve as the primary escalation point for sales compensation-related questions, disputes, and exceptions, collaborating with Sales Operations, Accounting, Payroll, and other stakeholders to resolve issues efficiently and fairly.
• Partner with sales leaders to understand business needs and translate them into actionable incentive compensation initiatives.
• Train, mentor, and develop the production compensation team on an ongoing basis, including providing updates on formulaic bonus policies, processes, and systems.
• Review and approve discretionary bonus accruals, bonus liabilities for employee transfers between entities, and year-end bonus true-up entries.
• Partner closely with Accounting, HR, Origination, IT, FP&A, Payroll, and Internal Audit to establish best practices and drive continuous improvement in compensation methodologies, calculations, controls, and reporting.
• Continuously refine and strengthen processes and internal controls related to compensation and payroll process changes driven by employment status updates (e.g., hires, transfers, terminations) to ensure operational consistency and enable cross-training.
• Provide required compensation-related data to support tax planning, reporting, and compliance activities.
• Serve as a key liaison for external auditors on formulaic bonus-related matters during annual audits.

Additional Responsibilities

• Own the integrity of formula logic and documentation across beqom and Workday; ensure clear audit trails and version control.
• Establish and maintain quality assurance routines (reconciliations, variance analysis, exception monitoring) for both calculations and payouts.
• Drive automation opportunities to reduce manual work and error risk; partner with HRIS/IT on enhancements, testing, and releases.
• Communicate changes to plans, policies, or formula logic with accessible documentation for leaders, HR, Sales Ops, and Payroll.
• Monitor legal and regulatory developments (e.g., pay equity, pay transparency) and implement compliant practices.

Required Qualifications 

• Bachelor’s degree in Accounting or Finance (or equivalent).
• 4–8+ years in accounting, audit, financial operations, FP&A, or compensation operations.
• Strong command of accounting concepts: accruals, reconciliations, expense recognition, internal controls/SOX, and audit support.
• Hands-on experience with automated compensation systems (preferably beqom) and HR/Payroll platforms (Workday strongly preferred).
• Advanced Excel/Sheets (modeling, error tracing, pivots, lookups, audit trails); comfort with large datasets.
• Proven experience leading or managing a team in a deadline-driven environment.
• Excellent communication skills with the ability to translate complex formulas and accounting concepts for non-technical stakeholders.

Preferred Experience 

• CPA (active or in progress) or equivalent accounting certification preferred.
• Experience in sales/production compensation within financial services or origination-heavy businesses.
• Familiarity with pay equity/pay transparency frameworks and multi-entity payroll environments.
• Experience supporting external audits and building control frameworks.

Key Competencies

• Accounting rigor and financial acumen
• Operational excellence & quality orientation
• Systems fluency (beqom, Workday) and process automation mindset
• Stakeholder management and executive communication
• Team leadership, coaching, and talent development
• Sound judgment, integrity, and confidentiality

Success Indicators

• Zero/immaterial audit findings; strong control environment with documented procedures.
• Accurate, timely monthly statements, commission payouts, and workday accruals with minimal rework.
• Forecastable and well-reconciled compensation costs (including deferred production payout).
• Positive stakeholder feedback; rapid resolution of disputes and exceptions.
• Up-to-date, well-trained team with documented cross-coverage.

Tools and Systems

• beqom (administration, plan setup, statement delivery)
• Workday (accruals, payroll integration, employee data changes)
• Excel/Google Sheets; data validation and reconciliation tools
• Reporting/BI (e.g., Power BI/Tableau) a plus

At Greystone, we believe that finding creative solutions for our clients comes from the collaboration of people with diverse backgrounds and perspectives. We strive to build an inclusive work environment that celebrates differences and empowers all individuals with opportunities to channel their entrepreneurial spirit. Greystone is an EEO employer.

Greystone offers a competitive base salary and bonus. The base salary range for this position is $150,000-$170,000. The specific compensation that will be offered is based on an understanding of the hired candidates' qualifications at the time of hire. Employees are eligible for a discretionary bonus based on employee work performance reviewed during the annual review process.

*The firm is the #1* overall HUD multifamily and healthcare lender by firm commitments, and a top 10 Fannie Mae and Freddie Mac multifamily real estate lender.*  

*For HUD's 2025 fiscal year ending September 30, 2025. Based upon combined firm commitments received by Greystone Funding Company LLC and Greystone Servicing Company LLC and excludes risk sharing and hospital loans.*