# GTM Compensation Strategy & Incentive Design Manager

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Bellevue, WA, San Francisco, CA
**Role:** Revenue Operations
**Salary:** $120k – $185k/yr
**Experience:** 6+ years
**Skills:** Salesforce, Anaplan, Xactly, Workday, Sales Compensation, Incentive Compensation, Territory Management, Sales Crediting, Data Analysis, Compensation Modeling, Business Intelligence, SOX Compliance
**Posted:** 2026-08-24

> Leads the design, analysis, and optimization of GTM incentive compensation plans, including territory management and sales crediting frameworks. The role requires 6+ years of sales compensation experience, advanced systems expertise, strong quantitative analysis, and executive-level cross-functional communication.

## Job Description

## Responsibilities
- Design and optimize incentive compensation plans for Go-To-Market teams, including Sales, Sales Engineering, Sales Development, and Customer Success.
- Conduct compensation analyses and modeling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast plan costs, simulate scenarios, and measure ROI.
- Develop territory management and sales crediting frameworks for complex deal structures and account coverage models.
- Collaborate with Sales Operations, Finance, and HR to implement plan changes, ensure accurate payouts, maintain system integrity, and drive adoption.
- Analyze sales performance and compensation metrics to identify trends, inefficiencies, and improvement opportunities.
- Develop business cases and executive presentations covering compensation strategy, competitive benchmarking, and projected business impact.

## Requirements
- 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
- Deep expertise in sales compensation architecture, territory management, account coverage models, sales crediting, and compensation plan mechanics.
- Advanced proficiency with Salesforce, Anaplan, Xactly, and Workday, including compensation-data integrations.
- Experience leading strategic cross-functional initiatives and virtual teams with senior stakeholder alignment.
- Executive-level written and verbal communication skills, including business-case development.
- Self-directed problem-solving skills and a record of delivering accurate, high-quality work under tight deadlines.
- Comfort navigating ambiguity, organizational change, and shifting priorities.

## Nice to Have
- Advanced data-querying capabilities for extracting, manipulating, and analyzing compensation and sales data from databases.
- Knowledge of compensation-plan governance, audit, SOX compliance, and financial controls related to compensation payouts.

## Compensation and Benefits
- San Francisco Bay Area annual base salary: **$134,000–$185,000 USD**.
- California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington annual base salary: **$120,000–$165,000 USD**.
- Equity, bonus, health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave may be available under applicable plans and policies.

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