Sales Compensation Analyst

Postman; San Francisco (CA); On-site; USD 160,000 - 180,000; Full time

Benefits offered by this job

Full medical coverage

Flexible PTO

Wellness reimbursement

Monthly lunch stipend

Job summary

A leading API platform company is seeking a Compensation Analyst to own the design and management of compensation plans tailored for its sales team. This role involves translating GTM strategy into clear incentive mechanics and optimizing compensation models based on data. The ideal candidate should have over 7 years of experience in compensation design within the SaaS industry and possess advanced analytical skills. A hybrid work model is offered alongside comprehensive benefits.

Qualifications

• 7+ years in compensation design especially in sales compensation.
• Proven experience in designing compensation for Enterprise SaaS organizations.
• Strong understanding of GTM roles and how incentives drive behavior.

Responsibilities

• Own end-to-end compensation plan design across the organization.
• Translate desired behaviors into plan mechanics.
• Build and maintain comp models for assessments.

Skills

Compensation design

Sales finance

Advanced modeling skills

Cross-functional influence

Excellent communication

Tools

Salesforce

CaptivateIQ

Job description

Overview

Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman helps developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore. Postman is privately held with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect on X via @getpostman. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

Postman is hiring a Compensation Analyst to own the design, documentation, and ongoing management of compensation plans that drive the right behaviors and outcomes across our organization. This role will largely focus on GTM organization, translating our GTM strategy into incentive mechanics that are clear, scalable, and measurable—balancing growth acceleration, efficiency, and customer value. You will partner closely with Leadership, Ops, Finance, and People to ensure plans are competitive, compliant, and operationally excellent.

What You’ll Do

• Own end-to-end compensation plan design across the organization with a special focus on GTM roles (e.g., Enterprise/Commercial AEs, SDR/BDR, AM/CSM overlays as applicable), aligning incentives to Postman’s GTM strategy.
• Translate desired behaviors into plan mechanics (pay mix, OTE, quota alignment, thresholds, accelerators/decelerators, crediting rules, SPIFFs).
• Build and maintain comp models to assess payout curves, attainment distributions, cost of sales, and scenario impacts; recommend optimizations based on data.
• Partner with Sales Leadership, RevOps/Sales Ops, and Finance to ensure plans are measurable, operable in systems, and forecastable/accruable.
• Establish governance for plan changes, exceptions, and approvals; ensure audit-ready processes and strong internal controls.
• Own plan documentation and communications (plan letters, policy/FAQs, rollout materials) to ensure clarity and trust with reps and managers.
• Run comp performance reviews on a monthly/quarterly cadence; identify unintended outcomes and drive iterative improvements.
• Support dispute resolution and exception handling with clear policy interpretation and consistent decisioning.
• Continuously benchmark and evolve incentive design to remain competitive while maintaining efficiency and scalability.

About You

• 7+ years in compensation design especially sales compensation, incentive design, sales finance, or RevOps with direct ownership of compensation plan design and governance.
• Proven experience designing comp for Enterprise SaaS organizations at scale (multiple segments/regions, evolving role definitions, increasing complexity).
• Strong understanding of GTM roles and motions (enterprise new logo, expansion/renewal, overlays) and how incentives drive behavior.
• Advanced modeling skills (Excel/Sheets) with comfort analyzing payout curves, attainment distributions, sensitivity analyses, and cost-of-sales tradeoffs.
• Ability to design plans that balance strategic leverage, fairness, simplicity, and operational precision.
• Strong cross-functional influence skills; able to align Sales, RevOps, Finance, and People on plan outcomes and tradeoffs.
• Excellent written/verbal communication;
• High ownership, attention to detail, and discretion with sensitive compensation data; strong process orientation.
• Familiarity with comp tooling and CRM/reporting preferred (e.g., Salesforce, CaptivateIQ, Radford, Mercer)
• Bonus: exposure to PLG-to-enterprise dynamics, international considerations, and/or incentive control/audit frameworks.

The reasonably estimated base salary for this role ranges from $160,000 to $180,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman\'s pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Our wellness programs help you stay in good physical and mental health. Our team-building events keep you connected, and our donation-matching program supports the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman, we embrace a hybrid work model. For roles based in the San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3 days a week. The model balances flexibility and collaboration and is designed from feedback from our workforce, leadership, and peers. The benefits of our hybrid office model include knowledge sharing, brainstorming, and in-person collaboration that cannot be fully replicated via Zoom.

Our Values

At Postman, we create with the same curiosity we see in our users. We value transparency and honest communication about successes and failures. Our work focuses on specific goals that contribute to a larger vision. Our inclusive culture ensures everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal Opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.