GTM Compensation Strategy & Incentive Design Manager
Core
Design and optimize variable incentive compensation plans for Go-To-Market teams (Renewals, Customer Success, Professional Services) to align with business objectives and sales force effectiveness.
Role type
Senior Individual Contributor, Sales Compensation Strategy & Incentive Design Manager
Builds
Data-driven compensation plans, territory management frameworks, and sales crediting models for Okta's GTM organization
Domain
SaaS / Technology / Sales Operations
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
Sales compensation architecture design, territory management, account coverage modeling, sales crediting methodologies, quota setting, SPIFF design, ROI analysis, cross-functional stakeholder management, executive communication, strategic planning, data-driven decision making
Preferred skills
Advanced SQL/data querying, SOX compliance knowledge, financial controls expertise
Technologies
Salesforce, Anaplan, Xactly, Workday
Responsibilities
Design and optimize incentive compensation plans for GTM teams; Conduct compensation analyses and modeling to forecast costs and measure ROI; Develop territory management and sales crediting frameworks; Collaborate with Sales Operations, Finance, and HR to implement plan changes; Analyze sales performance data to identify trends and recommend refinements; Partner with leadership to develop business cases and executive presentations
Seniority
Senior, hands-on IC
