We are seeking a Manager, Compensation Design & Analytics to lead the strategy, design, and execution of sales compensation programs across our GTM organization. This role will be responsible for translating business objectives into scalable, data-driven compensation plans that drive seller productivity, align with revenue goals (ARR), and reinforce desired behaviors across New Customer Acquisition (NCA), Account Management (AM), and Overlay teams.

This individual will own end-to-end compensation program design, performance tracking, and governance, while leading a team of analysts and partnering closely with Sales Leadership, Finance, and GTM Operations. The ideal candidate combines strong analytical expertise with business acumen and the ability to influence senior stakeholders.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Compensation Strategy & Design

• Lead the design and implementation of sales compensation plans across GTM functions (NCA, AM, Specialists, Renewals).
• Translate company goals (ARR growth, retention, expansion) into effective incentive structures.
• Own plan components including quotas, accelerators, pay mix, and performance measures.
• Ensure compensation plans drive desired seller behaviors and improve productivity (yield per rep, conversion rates, etc.).
• Evaluate plan effectiveness and proactively recommend adjustments based on performance data.

Performance Management & Analytics

• Own tracking and reporting of compensation performance, including payouts vs. plan performance and ARR attainment.
• Develop and monitor key compensation KPIs (attainment distribution, pay-for-performance alignment, cost of sales).
• Lead advanced analytics to assess plan effectiveness and identify optimization opportunities.

Annual Planning & Financial Alignment

• Lead compensation workstream for Annual Operating Planning (AOP), including plan modeling, scenario analysis, and cost forecasting.
• Partner with Finance to ensure alignment between compensation plans and financial targets.
• Model financial impact of compensation changes, including cost of sales and ROI.

Team Leadership & Development

• Lead, mentor, and develop a team of compensation analysts.
• Establish operating cadence, prioritization, and quality standards for the team.
• Build scalable processes to support compensation design, reporting, and inquiries.

Stakeholder Management & Communication

• Act as the primary compensation partner to Sales Leadership, GTM Operations, HR, and Finance.
• Communicate complex compensation structures in a clear, concise manner.
• Support field enablement by ensuring sellers and managers understand compensation plans.
• Manage and resolve escalations related to compensation inquiries.

Cross-Functional Collaboration

• Partner with GTM Operations on territory planning, account ownership, and process alignment.
• Collaborate with HR and Finance on compensation strategy and workforce planning.
• Support broader GTM initiatives by aligning incentives with strategic priorities.

REQUIRED SKILLS AND QUALIFICATIONS:

Education and Experience

• Bachelor’s degree in Finance, Business, Analytics, or related field (MBA preferred).
• 7+ years of experience in compensation design, sales operations, or analytics.
• Proven experience designing sales compensation plans in a high-growth or SaaS environment.
• Experience supporting complex GTM organizations with multiple sales motions (e.g., NCA, AM, Channel, Overlays).

Technical Proficiency

• Advanced Excel skills (Power Query, Power Pivot, financial modeling).
• Experience with SQL and large datasets.
• Familiarity with compensation systems and CRM tools (e.g., Salesforce).
• Experience with statistical or analytical tools (Python, R, etc.) is a plus.

Analytical & Execution Excellence

• Ability to translate complex data into actionable insights and recommendations.
• Strong understanding of compensation principles, pay-for-performance, and incentive design.
• High attention to detail with the ability to manage multiple priorities in a fast-paced environment.