GTM Compensation Director

Birdeye; United States; On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive compensation

Vibrant culture

Growth opportunities

Job summary

Birdeye is seeking a GTM Compensation Director to partner with senior GTM leadership to evolve our go-to-market compensation structure and scale with the company. You will own design, governance, and analytics for plans across Sales, BDR/SDR, Account Management, Implementation, and Customer Success.

You will collaborate with FP&A and accounting to automate commission operations, drive quota governance, and ensure accurate accruals and payouts.

Qualifications

• 8+ years in sales operations, revenue ops, sales finance, or business operations.
• 5+ years in progressive sales compensation or incentive design: quotas, plan cost, governance.
• Experience in SaaS and AI-native comp design preferred.

Responsibilities

• Design and rollout GTM compensation plans across all GTM teams.
• Monitor plan effectiveness; benchmark against external market data and corporate goals.
• Design and govern spiffs and incentive programs with financial impact consideration.

Skills

GTM comp design

Sales operations

Financial modeling

Salesforce

FP&A tooling

Cross-functional communication

AI automation

Education

Bachelor's degree in Finance/Economics/related field

Tools

Salesforce

Adaptive Planning

Xactly/CaptivateIQ/Spiff/Varicent

Job description

Birdeye is entering one of the most exciting chapters in our company's history. We're running two transformations in parallel: evolving our platform into a fully agentic AI experience, while simultaneously building brand new AI native products from the ground up. It's a rare moment where legacy strength and greenfield innovation are happening side by side.

As we scale this transformation, we're looking for a GTM Compensation Director who wants to partner directly with our senior GTM leadership team to help evolve our GTM comp structure and scale with Birdeye. If you're energized by fast growth and the chance to shape a company's future from the inside, this will be a great opportunity for you.

Founded in 2012 and headquartered in Palo Alto, Birdeye is led by a team of industry experts and innovators from Google, Amazon, Salesforce, and Yahoo. Birdeye is backed by the who's who of Silicon Valley: Salesforce founder Marc Benioff, Yahoo co-founder Jerry Yang, Trinity Ventures, World Innovation Lab, and Accel-KKR.

What You'll Do

Birdeye is looking for a driven compensation and commissions leader to own the Go-to-Market (GTM) compensation function across all GTM compensation-eligible teams (Sales, BDR/SDR, Account Management, Implementation, and Customer Success). You will plan, develop, and implement new and revised compensation plans that align with the company's goals and competitive practices, and you will own the analysis, reporting, and communication of key metrics by rep and by segment, such as rep attainment and rep efficiency.

This is an ownership role on the design side. Plan design, governance, quota, and analytics sit with you in FP&A; the accounting team executes commission calculations and payouts. You will design the plans, defend the logic behind them with GTM leaders, and own the governance (plan approval workflow, quota change rules, spiff approval thresholds, version control, and the plan performance review cadence) and the oversight that accounting executes against, partnering closely with them and helping move the function toward more automated, scalable commission operations.

Role Responsibilities

• Manage the design and rollout of GTM compensation plans and structures across all compensation-eligible GTM teams.
• Monitor the effectiveness of existing compensation plans and recommend changes consistent with external market benchmarks (pay mix, OTE, quota to OTE ratios, accelerators) and corporate objectives.
• Design, cost, and govern spiffs and incentive programs; quantify their financial impact and ensure they are reflected accurately in accruals and forecasts.
• Prepare compensation plan summaries and communication packages (slides) for GTM leaders and support GTM leaders during their comp communication meetings.
• Own quota governance for GTM teams (quota assignment, quota to OTE alignment, change rules, and attainment analytics), partnering with Sales FP&A on the underlying capacity, territory, and ramp planning.
• Publish monthly key metrics on rep performance, attainment, and efficiency.
• Own the FP&A side of the commission lifecycle (plan design, quota logic, attainment analytics, plan cost, and accrual inputs) and oversee the calculations and payouts that accounting executes; partner with accounting and the data team to drive more automated, scalable commission operations on a trusted data foundation.
• Analyze commission expense, plan cost, payout variance, and attainment-driven accruals; identify risks and opportunities and partner with FP&A on the commission forecast.

Qualifications / Skills

• 8+ years of overall experience with a focus in sales operations, revenue operations, sales finance, or business operations.
• 5+ years of progressive experience in sales compensation or incentive design: building and governing comp plans, setting quotas, modeling plan cost, and partnering with commission operations for a high-growth sales team.
• Both SaaS and Native-AI company comp design experience is preferred.
• Advanced Google Sheets (or Excel) and financial modeling skills.
• Proficiency in Salesforce (required) for quota, attainment, and rep performance data; experience operating an FP&A planning system such as Adaptive Planning preferred; familiarity with incentive compensation management tools (e.g., Xactly, CaptivateIQ, Spiff, Varicent) a plus.
• Strong organization and execution skills, including the ability to operate independently and drive multiple strategic initiatives simultaneously to drive business goals.
• Strong analytical and structured problem-solving skills; superior attention to detail.
• Excellent business communication skills, written and verbal.
• Outstanding ability to collaborate and work cross-functionally and at multiple levels of the organization.
• Experience operating in a B2B SaaS business model.
• Excellent time management skills and the ability to plan and set priorities.
• A proactive, can-do operator keen to automate and optimize compensation processes with AI.

What We Offer

• Work closely with a cross-functional team of highly motivated and intelligent folks with a unique range of start-up and enterprise experience.
• Competitive compensation.
• Vibrant company culture.
• Growth, development, and career opportunities which accompany a high-growth organization.

Why You'll Join Us

Birdeye is where industry leadership meets next-generation innovation. Our platform is trusted by thousands of businesses of every size and industry, giving them the tools to win every customer interaction. With AI woven into everything we build, and into how we operate as a team, we're not just keeping up with the future, we're defining it.

Here, you'll join a culture that moves fast, thinks big, and celebrates wins together. Whether your passion is building, selling, supporting, or scaling, you'll be surrounded by top talent who know what it takes to thrive in a competitive market. If you want to see your ideas create impact at scale and accelerate your career with a company on the rise, Birdeye is the place to do it.