GTM Compensation Leader

Overview The GTM Compensation Leader owns the end-to-end strategy, design, and operations of sales compensation across the GTM organization. This role is the connective layer between RevOps, Finance, and Field leadership — translating business strategy into comp plans that drive the right behaviors, scale with the business, and hold up to audit and compliance scrutiny. You will lead a comp team, own the ICM/SPM platform, and be the primary voice on plan design, exception handling, and comp operations.

Core Responsibilities

Comp Plan Design & Strategy

• Own the design of sales compensation plans across segments (Sales, CS/RA, SDR, Partnership, Solution Engineers and otherwhere applicable) — quota, accelerators, SPIFFs, and plan mechanics.
• Translate GTM strategy (new logo, expansion, retention, Healthy ARR) into comp incentives that drive the intended rep behavior.
• Partner with RevOps, GTM Leadership, and Finance to align comp design to business priorities each planning cycle.

Comp Operations & Exception Handling

• Own end-to-end comp operations: crediting, calculations, payout accuracy, and dispute resolution.
• Build scalable exception-handling logic and governance so one-off requests don't erode plan integrity.
• Ensure timely, accurate payout cycles with clear audit trails.

ICM / SPM Platform Ownership :

• Serve as the business owner for the ICM/SPM tool (e.g., Varicent, Everstage) — configuration, roadmap, and vendor relationship.
• Lead or oversee implementation, migration, or optimization of the platform as the comp motion scales.
• Ensure the platform reflects current plan logic with minimal manual workaround.

Compliance & Finance Partnership

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