GTM Incentive Design

Responsibilities

• Design and operationalize scalable GTM performance frameworks that align team objectives and targets with company growth priorities.
• Operationalize incentives and quota programs across GTM roles, including structuring, documenting, and cascading goals and attainment measurement.
• Implement and maintain quota governance for assignments and in-year adjustments with consistent policy application.
• Support incentive spend stewardship with Finance: forecast, monitor, and reconcile sales performance incentive budgets and outcomes.
• Build and operate performance measurement systems: define success metrics, track attainment and program effectiveness (including incentives), and provide recommendations to improve design and execution.
• Partner on tools and data workflows for quota and incentive administration; identify opportunities to improve automation, data quality, and scalability.

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations.
• Strong analytical skills with experience in performance measurement, operational program design, or incentive management.
• Deep understanding of best-in-class policies and governance related to variable compensation.
• Experience supporting performance-based GTM organizations with structured goal & reward programs across sales & post-sales teams.
• Expertise with CRM, HRIS, and incentive compensation / performance management platforms (e.g., Salesforce).
• Strong communication and project management skills; ability to engage, influence, and align cross-functional teams.
• Ability to operate autonomously in a rapidly evolving environment.
• Strong organizational skills to prioritize and manage multiple high-impact projects.

Nice-to-Haves

• Familiarity with consumption-based or hybrid revenue models.
• Basic to intermediate SQL skills for performance analysis, reporting, or operational data workflows.