Head of GTM Incentive Strategy

What You'll Do

• Own the end-to-end design of GTM incentive compensation across both pre- and post-sales organizations, including quota carrying AEs, sales leadership, solutions and overlay teams, customer success, etc.
• Build the models that forecast plan cost, incentive ROI, and attainment distribution; run scenario analysis to stress-test designs before they ship and diagnose plans already in market.
• Partner with Compensation Business Partner to align OTE, pay mix, and leverage to market benchmarks and internal equity, and to keep plan spend inside budget.
• Set and communicate the compensation philosophy: produce executive-ready narratives on plan performance and risk, and educate GTM leaders and sellers so plans drive the behavior they are designed to reward.
• Architect plan mechanics that scale with hypergrowth, including quota structures, accelerators, multipliers, and SPIFFs.
• Translate GTM strategy changes - new segments, product and pricing launches, territory and coverage-model shifts - into comp plan updates delivered with speed and accuracy.
• Partner with compensation admin team on the ICM platform, quota-to-payout reconciliation, payout automation, and real-time earnings visibility for sellers and managers.
• Establish the governance layer - plan documentation, cross-functional approval workflows, version control, and audit-ready practices - and lead dispute resolution with clear SLAs and consistent outcomes.
• Partner with Finance on how goals translate to outcomes and the subsequent incentive strategy.

What You Have

• 10+ years in sales/incentive compensation design, revenue operations, or a closely related field, with demonstrated experience owning plan design at scale in a B2B SaaS environment.
• Deep, hands-on expertise designing incentive structures for sales organizations - accelerators, SPIFFs, overlays, and co-sell frameworks.
• Strong analytical and modeling skills, with the ability to structure ambiguous questions, work with incomplete data, and quantify the cost and ROI of design decisions.
• Proven ability to influence senior stakeholders across Sales, Finance, People, and Legal through clear communication, strong judgment, and data-backed recommendations.
• Comfort operating autonomously as a leader and function owner - setting direction and building the function directly, with or without a team beneath you.
• Bonus: experience in high-growth or hypergrowth organizations, with consumption- or usage-based pricing dynamics, or in AI / legal technology.