# Senior Manager, GTM Compensation Strategy & Incentive Design

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Bellevue, WA, San Francisco, CA
**Role:** Revenue Operations
**Salary:** $155k – $239k/yr
**Experience:** 8+ years
**Skills:** Sales Compensation, Compensation Analytics, Incentive Compensation Management, Salesforce, Anaplan, Xactly, Python, Predictive Analytics, Statistical Modeling, Business Intelligence, Data Validation, User Acceptance Testing, Crm Systems, Dashboard Visualization, Financial Reporting
**Posted:** 2026-08-24

> Leads GTM compensation strategy, incentive plan design, analytics, and operational processes across sales and customer-facing organizations. The role requires 8+ years of sales compensation experience, strong leadership and executive communication skills, and expertise with ICM, CRM, and analytics systems.

## Job Description

## 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.

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