GTM Variable Compensation Analyst

Tbwa Chiat/Day Inc; San Francisco (CA); On-site; USD 100,000 - 140,000; Full time

Job summary

An established industry player is seeking a detail-oriented professional to manage sales compensation processes. This role involves calculating commissions, designing incentive plans, and collaborating with Finance to optimize compensation structures. You will drive improvements in efficiency and data accuracy while ensuring transparent compensation processes. Join a dynamic team that values curiosity and collaboration, where your contributions can significantly impact the organization. If you thrive in a fast-paced environment and are passionate about driving compensation strategy, this opportunity is perfect for you.

Benefits

Full medical coverage

Flexible PTO

Wellness reimbursement

Monthly lunch stipend

Qualifications

• 3-5 years of experience in GTM Compensation design and commissions.
• Strong analytical skills to model compensation plans and quotas.

Responsibilities

• Manage sales commission calculations and incentive plan design.
• Analyze and model sales compensation plans and collaborate with Finance.
• Document processes and improve GTM Compensation business practices.

Skills

Sales Compensation Design

Analytical Skills

Communication Skills

Problem-solving

Collaboration

Education

Bachelor’s degree in business, accounting, finance or related field

Tools

Salesforce

Incentive Compensation Management Software

Job description

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping 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.

We are seeking a detail-oriented professional to manage sales commission calculations, incentive plan design, and system administration across our GTM organization. This role ensures accurate and transparent compensation processes, analyzes and models sales compensation plans, and collaborates with Finance and People Ops to optimize pay structures. Additionally, you will drive process improvements, enforce compensation policies, and support strategic incentive programs to enhance efficiency and data accuracy.

What You’ll Do

• Prepare calculations of sales commissions and other variable pay across the GTM organization, including managing the plan design process, system implementation and administration.
• Own the process to administer plans as well as the tools to calculate variable compensation accurately, transparently, and timely.
• Analyze and model proposed sales compensation plan designs, quotas, and program changes, including providing ongoing analysis for equitable territory assignments.
• Prepare, maintain, and distribute plan documents for all incentive compensation plans in the GTM organization, supporting current incentive compensation for teams across Sales, Sales Leadership, Business Development, Customer Success, Renewals, and Solutions Engineering.
• Document processes & procedures related to compensation and planning while continually evaluating and improving upon our GTM Compensation business practices.
• Research any compensation, quota, or alignment questions for all members of field sales and address inquiries relating to any discrepancies.
• Review, revise, and enforce GTM compensation terms, conditions, and policies.
• Manage the design, administration, and ROI analysis of any temporary incentives (e.g., “SPIFFs”) to support short-term strategic priorities.
• Coordinate with Finance the monthly payments of commissions/bonuses to employees in the GTM organization.
• Support Finance with auditing the computation of sales attainment figures and incentive payouts.
• Partner with People Ops to review and recommend the overall fixed and variable compensation strategy, pay curve, and pay frequency.

About You

• Bachelor’s degree in business, accounting, finance or related field.
• 3-5 years of recent experience in GTM Compensation design planning, and Commissions within the SaaS, Computer Software or Technology industry.
• Familiarity with how software companies align incentives with the responsibilities of different Go-To-Market functions (e.g., Sales Reps, Solutions Engineering, Business Development, Renewals, etc).
• Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation.
• Existing systems knowledge of Salesforce and prior experience with incentive compensation management software.
• Excellent written and verbal communication skills at multiple levels.
• Self-starter that seeks solutions without being told. Delivers high quality, accurate work on time.
• Adaptable, open to change, and able to work in ambiguous situations.

The reasonably estimated base salary for this role ranges from $100,000-$140,000, 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 Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures.

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 perception or identity, national origin, age, marital status, protected veteran status, or disability status.