Compensation and Insights Manager
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Job Description
GTM Compensation and Insights Manager oversees design and analytics of sales compensation programs. Ensuring fair, scalable structures while reporting to the Director of GTM Strategy and Analytics.
Responsibilities:
- Run the end-to-end monthly commission process, calculating payouts and making adjustments for edge cases such as consumption spikes, departing customers, and windfall situations
- Produce the monthly Commission Review Decks shared with sales and finance leadership
- Triage disputes and questions from reps and managers, ensuring timely and accurate resolution
- Design, track, and troubleshoot SPIFs across segments, including New Logo, Growth, Consumption, Manager, SA, BDR, and Commit
- Structure payout mechanics (ARR-based vs. actual consumption), set rates, and handle retro adjustments
- Write and issue comp plans for AEs, BDRs, managers, and SAs, including quota setting and BCR (base commission rate) calculations
- Handle proration for mid-year hires or changes, and plan changes tied to promotions or role shifts
- Draft and propose new compensation policies, such as commission leave policy covering consumption vs. non-consumption quota holders
- Interpret existing terms and conditions and raise edge cases for leadership approval
- Own the evaluation and implementation of commission software (e.g., CaptivateIQ), managing the project plan and vendor coordination
- Monitor rep-level attainment, flag outliers such as reps hitting 100%+ of quota from a single account, and evaluate whether windfall provisions should be triggered
- Partner with GTM Analytics to ensure compensation data integrity across systems
Requirements:
- 5-7 years of experience in sales compensation, commissions, or comp operations, ideally in a B2B SaaS or consumption-based business
- Strong Excel/Google Sheets modeling skills; SQL or BI tool experience a plus
- Experience with commission platforms (e.g., CaptivateIQ, Xactly, or similar) and Salesforce
- High attention to detail and comfort owning a monthly, deadline-driven process
- Ability to translate ambiguous policy questions into clear, defensible decisions
- Strong written communication skills for policy documentation and leadership reporting.
Benefits:
- Unlimited PTO, 12 Holidays + 2 Floating Holidays
- 100% Premiums Coverage for Medical, Dental, and Vision
- AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
- Empower 401K Plan
- Additional Perks for Learning & Development, Lifestyle Spending, Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!
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