Senior Analyst, Go-To-Market Compensation & Planning

3M HEALTHCARE; Austin (TX); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Open, inclusive, and fun environment

Medical, dental and vision insurance

401(k)

Flexible PTO

RSUs

Growth opportunities

Job summary

DISCO in Austin is seeking a high-impact GTM and Revenue Operations leader who will design incentive structures and model quotas to drive sales behaviors across 200+ reps.

You will translate corporate strategy into actionable compensation design, partner with Legal and HR, and guide field teams through change while maintaining strong morale.

This role requires 5-8+ years in Sales Ops or FP&A, expert Excel modeling, and proficiency with Salesforce and commission software.

Qualifications

• 5-8+ years experience in Sales Operations, Revenue Operations, or FP&A.
• Experience in a strategic consulting role or high-growth SaaS environment influencing GTM design.
• Ability to translate complex data into a compelling executive narrative.

Responsibilities

• Strategy design & quota modeling to stress-test GTM strategies for leadership.
• GTM partnership & advisory bridging strategy planning with the field.
• Incentive rollout & evangelism communicating annual plans to 200+ reps/managers.
• Field ROI & performance insights with quarterly strategic health checks.
• Change management & operations overseeing onboarding and role changes.
• Cross-functional alignment with Legal and HR on compliant, scalable designs.

Skills

Strategic storytelling

Advanced modeling

Systems advisory

Tools

Salesforce

CaptivateIQ

Xactly

Spiff

Job description

Your Impact

This is a high-impact, strategic role sitting at the intersection of Finance, Sales Operations, and GTM Leadership. While maintaining technical excellence in quota and commission modeling, this individual serves as a strategic architect, partnering with leadership to design incentive structures that drive the right sales behaviors. You are a GTM advisor who translates corporate strategy into actionable compensation design and helps the field navigate complex organizational changes.

What You'll Do

• Strategy Design & Quota Modeling: Act as the primary architect for quota and plan modeling. Beyond execution, you will provide "what-if" scenario modeling to leadership to stress-test new GTM strategies before they are finalized.
• GTM Partnership & Advisory: Serve as a bridge between the GTM Strategy & Planning team and the field. Proactively identify gaps in rep performance or plan effectiveness and suggest design pivots to GTM leadership.
• Incentive Rollout & Evangelism: Lead the strategic communication and rollout of annual plans. You will create the narrative that explains the "why" behind the plan to ensure buy-in from ~200+ reps and managers.
• Field ROI & Performance Insights: Analyze field incentive ROI and attainment trends. Use this data to present quarterly "Strategic Health Checks" to GTM leaders, highlighting where incentives are succeeding and where strategy needs adjustment.
• Change Management & Operations: Manage the operational lifecycle of reps (onboarding, role changes, account movements) with a focus on minimizing friction and maintaining high field morale during transitions.
• Cross-Functional Alignment: Partner with Legal and HR to ensure that all strategic designs are compliant, scalable, and aligned with broader company culture.

Who You Are

• 5-8+ years of experience in Sales Operations, Revenue Operations, or FP&A
• Experience in a strategic consulting role or a high-growth SaaS environment where you influenced GTM design
• Strategic Storytelling: Ability to take complex data and turn it into a compelling narrative for VPs and Directors.
• Advanced Modeling: Expert-level Excel/Google Sheets skills for building dynamic, multi-variable GTM models.
• Systems Advisory: Proficiency in Salesforce (SFDC) and commission software (CaptivateIQ/Xactly/Spiff), with the ability to advise on how systems can better support strategy.
• At DISCO, we believe AI is a core enabler of how work gets done. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k)
• Competitive salary plus RSUs
• Flexible PTO
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company

We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.