Senior GTM Compensation Manager

Accountabilities

• Sales Compensation Management: Own the end-to-end commission program, including compensation plan administration, quota crediting, payout calculations, reconciliations, and audits. Ensure accurate and timely commission processing while maintaining a consistent and predictable payout schedule.

• Incentive Compensation Systems: Manage and optimize the incentive compensation management (ICM) platform, including database administration, system configuration, and data integrity. Oversee the commissions infrastructure, primarily using Everstage, and ensure reliable workflows.

• Performance Analysis & Strategic Insights: Analyze quota attainment, pipeline coverage, sales productivity, and overall GTM performance. Translate findings into clear recommendations that support leadership decisions and improve revenue performance.

• Capacity Planning & Forecasting: Develop financial models to forecast GTM headcount, sales capacity, productivity, and territory coverage in alignment with revenue targets and business objectives.

• Sales Compensation Support: Serve as the primary point of contact for sales representatives and leadership regarding commission-related questions, disputes, and policy interpretation. Communicate complex calculations and compensation decisions clearly and transparently.

• Cross-Functional Collaboration: Partner closely with Finance, Sales Operations, and Revenue leadership to align compensation strategies, resolve operational challenges, and maintain consistency across teams.

• AI & Process Automation: Integrate AI-powered tools into daily workflows to accelerate commission audits, reconciliations, inquiry management, data analysis, and process automation. Identify effective practices and share them with the broader team.

• Controls & Process Improvement: Establish robust internal controls and validation procedures to identify and prevent commission calculation errors before payouts are processed. Continuously improve workflows to strengthen accuracy, efficiency, and scalability.

Requirements

• Education: Bachelor's degree in Finance, Business, Data Science, or another analytical discipline.

• Professional Experience: At least 5 years of hands-on experience in sales compensation, GTM Finance, or GTM Operations within a SaaS, software, or high-growth technology company.

• Compensation Expertise: Proven experience independently managing a sales compensation function at a senior level, including incentive plan administration, quota crediting, commission calculations, payouts, and auditing.

• ICM Platform Knowledge: Experience administering incentive compensation management systems. Familiarity with Everstage is an advantage, as is experience working with multiple ICM platforms and spreadsheet-based compensation models.

• Technical & Analytical Skills: Advanced Excel and Google Sheets proficiency, strong financial modeling capabilities, and a solid understanding of databases and data management techniques.

• Systems Experience: Familiarity with Salesforce and other SaaS tools supporting compensation and revenue operations workflows, such as Rippling.

• Communication & Problem-Solving: Strong interpersonal and communication skills, with the ability to handle sensitive compensation questions, resolve disputes, and explain complex payout calculations in accessible terms.

• AI Proficiency: Practical experience using AI tools for drafting, analysis, data cleanup, and workflow automation, with the judgment to apply appropriate human verification when working with sensitive financial calculations.

• Attention to Detail: Exceptional accuracy, organization, and analytical rigor when managing high-stakes financial data and commission calculations.

• Leadership & Ownership: A proactive, independent mindset, with the ability to develop scalable processes, make informed recommendations, and manage the compensation function as a strategic business operation.

Additional qualifications that will make you stand out:

• Experience designing and implementing internal controls or processes that have successfully identified and prevented commission payout errors.

• Experience developing AI-assisted workflows, such as automated reconciliation checks or compensation policy question-and-answer systems.

• Knowledge of Python, R, or SQL, and familiarity with data science and AI technologies.

• Previous experience in a fast-paced startup or within the open-source, AI, or data science ecosystem.

Benefits

• Competitive Compensation: Annual base salary ranging from $100,000 to $140,000, depending on experience, qualifications, skills, and geographic location.

• Flexible Vacation: Flexible vacation policy to support personal time and work-life balance.

• Healthcare Coverage: Medical, dental, and vision insurance.

• Financial Protection: Short-term and long-term disability coverage.

• Family Support: Paid parental leave.

• Wellness Benefits: Monthly wellness stipend to support physical and mental well-being.

• Employee Assistance: Access to an Employee Assistance Program and mental health resources.

• Remote Flexibility: Fully remote working environment with flexible working hours.

• Professional Development: Opportunities to contribute to innovative AI, machine learning, and data science initiatives.

• Collaborative Culture: A high-performance environment that values transparency, diverse perspectives, thoughtful discussions, and employee growth.

• Meaningful Impact: The opportunity to contribute directly to the evolution of enterprise AI and data science technologies.