GTM Compensation Strategy & Incentive Design Lead

Okta; Chicago (IL); On-site; USD 120,000 - 165,000; Full time

Job summary

Okta is seeking an experienced Go-To-Market Compensation professional to drive data-driven incentive plan design and optimization for its GTM teams, including Sales, Sales Engineering, and Customer Success. You will align plans with business goals, model ROI, and influence cross-functional leadership.

The role emphasizes executive communication, strategic vision with operational rigor, and leveraging tools like Salesforce, Anaplan, Xactly, and Workday to deliver accurate payouts and insights.

Qualifications

• 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
• Deep expertise in sales compensation architecture, including territory management and account coverage models.
• Advanced proficiency with systems like Salesforce, Anaplan, Xactly, and Workday to integrate compensation data.

Responsibilities

• Design and optimize incentive compensation plans for GTM teams aligned with objectives and metrics.
• Conduct comprehensive compensation analyses and modeling to forecast costs and ROI.
• Develop territory management and sales crediting frameworks reflecting performance across complex deals.
• Collaborate with Sales Operations, Finance, and HR to implement plan changes and ensure accurate payouts.
• Analyze sales performance data to identify trends and opportunities for plan refinements.
• Partner with Sales leadership to develop business cases and executive presentations for compensation strategy.

Skills

Sales compensation

Analytics

Cross-functional leadership

Executive communication

Problem-solving

Agile mindset

Tools

Salesforce

Anaplan

Xactly

Workday

Job description

Okta is seeking an experienced Go-To-Market Compensation professional to drive data-driven incentive plan design and optimization for its GTM teams, including Sales, Sales Engineering, and Customer Success. You will align plans with business goals, model ROI, and influence cross-functional leadership.

The role emphasizes executive communication, strategic vision with operational rigor, and leveraging tools like Salesforce, Anaplan, Xactly, and Workday to deliver accurate payouts and insights.