Senior GTM Compensation Manager
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Key details
- Location
- United States
- Work style
- Remote
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 5–8 yrs
- Function
- People / HR & Recruiting
- Focus area
- other
- Posted
- Yesterday
Skills
About the role
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior GTM Compensation Manager based in the United States.
As a Senior GTM Compensation Manager, you will take ownership of the sales compensation function within a fast-growing technology environment focused on data science, machine learning, and AI. You will oversee the entire commission lifecycle, ensuring accurate calculations, reliable payouts, and efficient compensation processes. Working at the intersection of Finance, Sales Operations, and Go-To-Market leadership, you will turn complex performance data into actionable business insights. You will also contribute to workforce planning, sales performance analysis, and strategic decision-making. This is an opportunity to combine financial expertise, analytical thinking, and emerging AI-powered tools while building scalable processes in a collaborative, fully remote environment.
Accountabilities
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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.
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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.
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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.
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Capacity Planning & Forecasting: Develop financial models to forecast GTM headcount, sales capacity, productivity, and territory coverage in alignment with revenue targets and business objectives.
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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.
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Cross-Functional Collaboration: Partner closely with Finance, Sales Operations, and Revenue leadership to align compensation strategies, resolve operational challenges, and maintain consistency across teams.
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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.
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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.
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Education: Bachelor's degree in Finance, Business, Data Science, or another analytical discipline.
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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.
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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.
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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.
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Technical & Analytical Skills: Advanced Excel and Google Sheets proficiency, strong financial modeling capabilities, and a solid understanding of databases and