Senior Manager, GTM Compensation Strategy & Incentive Design

Responsibilities

• Design and implement compensation analytics and reports aligned with company strategy and values.
• Oversee incentive compensation reporting and analytics, including attainment and earnings reports, predictive cost modeling, data validation, reconciliation, and ad hoc reporting.
• Serve as a subject-matter expert for Incentive Compensation Management (ICM) systems, upstream financial reporting and CRM systems, and downstream business intelligence and reporting capabilities.
• Develop and document data and business process flows; identify efficiencies for end-to-end automation.
• Provide requirements and recommendations for ICM Analytics configuration changes and participate in commissions-related User Acceptance Testing (UAT).
• Develop cost models, scenario analyses, and insights into incentive plan design and sales performance.
• Enhance dashboard visualizations and help leadership interpret analytical findings.
• Build collaborative relationships across GTM Operations, Commission Operations, Finance, Sales, People Ops, and Legal.
• Lead strategic compensation initiatives, cross-functional teams, and change management efforts.

Requirements

• 8+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
• Experience scaling organizations and leading strategic cross-functional initiatives or virtual teams.
• Leadership experience building, mentoring, and managing teams across multiple levels.
• Deep expertise in sales compensation architecture, including territory management, account coverage models, sales crediting, and compensation plan mechanics.
• Advanced proficiency with Salesforce, Anaplan, Xactly, or comparable incentive compensation management platforms.
• Executive-level written and verbal communication skills.
• Ability to translate complex compensation strategies into business cases and recommendations for senior leadership.
• Self-directed problem-solving, ownership, accuracy, and ability to deliver under tight timeframes.
• Comfort with ambiguity, organizational change, and evolving priorities.

Nice to Have

• Experience with Salesforce, Anaplan, Xactly, or related commissions software.
• Experience using Python, AI/ML, predictive analytics, and statistical modeling.

Compensation and Benefits

• Annual base salary for candidates in the San Francisco Bay Area: $174,000–$239,000 USD.
• Annual base salary for candidates in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington: $155,000–$213,000 USD.
• Equity, bonus, health, dental and vision insurance, 401(k), flexible spending account, paid time off, and parental leave may be offered in accordance with applicable plans and policies.