GTM Compensation Leader

Gong; Salt Lake City (UT); On-site; USD 138,000 - 210,000; Full time

Benefits offered by this job

Medical, dental, vision

Wellbeing stipend

Mental Health benefits

401(k)

Education stipend

Flexible vacation

Parental leave

Recharge days

Work from home stipend

Job summary

Gong is seeking a Sales Compensation leader to shape and govern compensation across segments for a fast-growing SaaS company. You will own plan design, operations, and platform stewardship (ICM/SPM) with a focus on accuracy, compliance, and scalable governance.

Based in NYC or Salt Lake City, you will partner with RevOps, Finance, and GTM leadership to drive healthy ARR and transparent comp programs. Responsibilities include designing quotas and accelerators, managing payout cycles, and leading

Qualifications

• Experience leading a sales compensation team in SaaS/tech.
• Hands-on ownership of ICM/SPM tools.
• Proven design and operations ownership of comp plans.
• ASC 606 experience in comp expense recognition.
• Strong communication and change-management skills.
• Based in NYC or Salt Lake City.

Responsibilities

• Own the design of sales compensation plans across segments (Sales, CS/RA, SDR, Partnerships).
• Translate GTM strategy into comp incentives to drive rep behavior.
• Partner with RevOps, GTM Leadership, and Finance to align plan design with priorities.
• Own end-to-end comp operations: crediting, calculations, payouts, disputes.
• Build scalable exception-handling and governance so plans stay accurate.
• Lead or oversee ICM/SPM platform ownership: configuration, roadmap, vendor relations.
• Ensure platform reflects current plan logic with minimal manual work.
• Partner with Finance for ASC 606 compliance and audit readiness.
• Lead and develop a sales compensation team for scalable growth.
• Own communication and rollout of plan changes with field leadership.
• Maintain a single source of truth for plan documents, rates, and quotas.

Skills

Sales compensation leadership

SaaS/tech experience

ICM/SPM ownership

ASC 606

Clear communication

Based in NYC

Tools

CaptivateIQ

Varicent

Everstage

Job description

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

Overview

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

• Partner with Finance/Accounting to ensure comp expense recognition is compliant with ASC 606.
• Own documentation and controls needed to support audit, SOX, and quarter/year-end close.
• Ensure comp plan changes are properly evaluated for accounting and compliance impact before rollout.

Team Leadership

• Lead and develop a sales compensation team; build a scalable operating model as headcount and plan complexity grow.
• Set the bar for accuracy, responsiveness, and trust between the comp function and the field.

Change Management & Communication

• Own communication and rollout of plan changes — clear, simple, and well-timed to the field.
• Build feedback loops with field leadership to catch design issues early.

Scalable Systems & Governance

• Build governance models (approval flows, exception thresholds, plan documentation standards) that scale without adding headcount.
• Maintain a single source of truth for plan documents, rates, and quotas.

Key Qualifications

• Experience leading a sales compensation team within a SaaS/tech environment
• Hands-on experience implementing and/or owning an ICM or SPM tool — CaptivateIQ, Varicent or Everstage strongly preferred
• Proven ownership of, and partnership across, comp plan design and comp operations
• ASC 606 experience (comp expense recognition, accounting partnership)
• Comfortable operating between strategy (plan design, GTM alignment) and execution (calculations, exceptions, payout accuracy)
• Strong communication and change management skills — able to explain comp mechanics simply to the field
• Based in NYC or Salt Lake City

Perks And Benefits

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $138,000 - $210,000 USD.

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.