GTM Incentive Design & Compensation Lead

United States Digital Space LLC; Bellevue (WA); On-site; USD 120,000 - 185,000; Full time

Job summary

the company is seeking an experienced Go-To-Market compensation leader to design, model, and optimize incentive programs across Sales, Sales Engineering, Sales Development, and Customer Success. You will drive data-driven recommendations and align plans with business goals and ROI.

Collaborating with Sales Ops, Finance, and HR, you will translate complex compensation architectures into clear executive narratives and ensure accurate payouts and system integrity.

Qualifications

• 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies, with demonstrated expertise in organizational scaling.
• Deep expertise in sales compensation architecture, including territory management design, account coverage models, sales crediting methodologies, and compensation plan mechanics.
• Advanced proficiency of systems and platforms (such as Salesforce, Anaplan, Xactly, & Workday) to understand how compensation data integrates with each
• Track record of leading strategic cross-functional initiatives and virtual teams while maintaining executive visibility and stakeholder alignment at senior levels
• Executive-level communication skills—both written and verbal with the ability to translate complex compensation strategies into compelling narratives, build persuasive business cases, and anticipate senior leadership questions
• Self-directed problem-solver who takes ownership of outcomes, identifies innovative solutions proactively, and consistently delivers high-quality, accurate work within tight timeframes
• Agile mindset with comfort navigating ambiguity, embracing organizational change, and adapting quickly to evolving priorities and new information

Responsibilities

• Design and optimize incentive compensation plans for the company's Go-To-Market teams (Sales, Sales Engineering, Sales Development, Customer Success) that align with company objectives, market competitiveness, and sales force effectiveness metrics
• Conduct comprehensive compensation analyses and modeling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast plan costs, simulate scenarios, and measure the ROI and effectiveness of compensation changes
• Develop territory management and sales crediting frameworks that fairly allocate compensation, minimize disputes, and accurately reflect individual contributor performance across complex deal structures and account coverage models
• Collaborate with Sales Operations, Finance, and HR to implement compensation plan changes, ensure accurate payouts, maintain system integrity, and drive adoption of new compensation strategies across the organization
• Analyze sales performance data and compensation metrics to identify trends, inefficiencies, and opportunities for improvement; translate findings into actionable recommendations for plan refinements and strategic adjustments
• Partner with Sales leadership and Finance to develop business cases and executive presentations that communicate compensation strategy recommendations, competitive benchmarking insights, and projected business impact of proposed changes

Skills

Sales compensation

Strategic analytics

Cross-functional leadership

Executive communication

Problem solving

Agile mindset

Data-driven decisions

Tools

Salesforce

Anaplan

Xactly

Workday

Job description

the company is seeking an experienced Go-To-Market compensation leader to design, model, and optimize incentive programs across Sales, Sales Engineering, Sales Development, and Customer Success. You will drive data-driven recommendations and align plans with business goals and ROI.

Collaborating with Sales Ops, Finance, and HR, you will translate complex compensation architectures into clear executive narratives and ensure accurate payouts and system integrity.