Remote GTM Sales Planning & Compensation Lead

IDC; Needham (MA); On-site; USD 175,000 - 185,000; Full time

Benefits offered by this job

15 vacation days (prorated based on 시작

12 company-paid holidays

6 paid sick days (prorated)

Medical, dental, and vision coverage

2 floating holidays (prorated)

1 volunteer day

401(k) company match (IDC matches 3%…)

Company-paid short-term disability

Company-paid life insurance

Company-paid parental leave

Job summary

IDC is seeking a GTM Sales Planning Manager to own and improve our sales incentive and compensation strategy. You will align incentives with company goals, design plans, and resolve compensation issues for Sales and Customer Success teams, driving performance and growth.

The role blends data analytics, strategic planning, and cross-functional collaboration across HR, Finance, Sales Operations, IT, and business leaders in a dynamic, global environment.

Qualifications

• 8+ years in GTM Operations with hands-on experience in sales compensation, financial analysis, sales strategy, and territory design.
• Proven track record designing, executing, and improving annual planning process and quota models.
• Working knowledge of plan structures, including sales compensation plans, accelerators, pay mix, and leverage.
• Foundational understanding of compensation tools such as Xactly or Salesforce Spiff.
• Strong analytical skills and sound, data-driven judgment.
• Advanced Excel skills.
• Strong experience using AI tools such as Claude or a similar tool.
• Solid understanding of Salesforce data structures and other GTM systems.
• Experience partnering with Sales, Finance, and Legal teams.
• Demonstrated project management skills, with the ability to manage multiple projects at once.
• Excellent communication and interpersonal skills, and the ability to build strong relationships with stakeholders.
• Strong attention to detail, organization, and time management.
• Able to work both independently and as part of a team.

Responsibilities

• Quota and territory management: design, build, and maintain the quota database for annual planning and ongoing support.
• Compensation plan design and administration: develop and execute plans aligned to business goals.
• Analytics and communication: track metrics, report trends, and answer compensation questions for leaders.

Skills

GTM operations

Sales compensation

Financial analysis

Sales strategy

Territory design

AI tools (Claude)

Advanced Excel

Salesforce data knowledge

Cross-functional collaboration

Project management

Stakeholder communication

Education

Bachelor's degree in business, finance, or related field

Tools

Xactly

Salesforce Spiff

Salesforce

SQL

Job description

IDC is seeking a GTM Sales Planning Manager to own and improve our sales incentive and compensation strategy. You will align incentives with company goals, design plans, and resolve compensation issues for Sales and Customer Success teams, driving performance and growth.

The role blends data analytics, strategic planning, and cross-functional collaboration across HR, Finance, Sales Operations, IT, and business leaders in a dynamic, global environment.