Senior Manager, GTM Compensation Strategy & Incentive Design

Okta; San Francisco (CA); On-site; USD 174,000 - 239,000; Full time

Job summary

Okta's Go-To-Market Compensation Strategy and Incentive Design team is hiring a senior leader to design, implement, and optimize incentive programs across GTM. You will partner with Sales, Finance, Legal and People Ops to drive data-driven decisions, scale processes, and ensure accurate reporting.

You will translate business needs into compensation architectures, mentor teams, and maintain executive visibility.

Qualifications

• 8+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
• Proven leadership capability to build, mentor, and manage diverse teams across multiple levels.
• Deep expertise in sales compensation architecture and plan mechanics.
• Advanced proficiency with Salesforce, Anaplan, Xactly or comparable platforms.
• Track record of leading strategic cross-functional initiatives with executive visibility.
• Executive-level communication skills to translate compensation strategies for senior leadership.
• Self-directed problem-solver with ownership and timely delivery.
• Agile mindset with comfort navigating ambiguity and change.

Responsibilities

• Design and implement compensation analytics and reports aligned with the company's goals.
• Oversee administration of incentive compensation reporting to ensure timely, accurate payments.
• Serve as data & business-process SME for ICM, upstream reporting, CRM, and BI capabilities.
• Develop data/process flows and drive end-to-end automation improvements.
• Develop cost models and insights into incentive plan design and sales performance.
• Build and maintain relationships with GTM Operations, Finance, and Sales.

Skills

Sales compensation design

Leadership

Executive communication

Data-driven analytics

Agile mindset

Tools

Salesforce

Anaplan

Xactly

Job description

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Okta's Go-To-Market (GTM) Compensation Strategy and Incentive Design team plays a critical role in the development and implementation of variable incentive compensation designs across all GTM functions. The team is responsible for driving the compensation plan design, implementation, and assessment of variable pay participants across Okta while delivering compensation plans that ensure alignment with the overall goals and objectives of the GTM organization.

This role will report to the Director, GTM Strategy & Incentive Design and play a pivotal role in developing scalable sales incentive programs for our Go-To-Market Sales and Customer First organizations. Success in this role requires the individual to operationalize Okta's incentive compensation plans and operational processes to be clear, measurable, cost-efficient, and effective. They will be expected to work cross functionally with a huge emphasis on operational efficiency, scaling our business processes, and driving effective change management.

In this role, you will drive strategic compensation initiatives by developing data-driven recommendations aligned with business objectives, influencing cross-functional leadership, and building consensus on complex compensation architecture decisions. You'll lead compensation plan design and optimization across Go-To-Market functions - ensuring incentives are strategically aligned with role responsibilities and organizational goals. You will establish robust metrics and analytics frameworks to track compensation plan performance, measure ROI, and identify opportunities for continuous improvement using quantitative analysis and business intelligence. Balancing strategic vision with operational rigor, you'll translate high-level business objectives into executable compensation plans while ensuring systems, processes, and analytics support accurate tracking and meaningful insights. Collaborating closely with Sales, Regional Sales Operations, People Ops, Finance and Legal teams, you will own operational excellence, drive productivity improvements through data-informed compensation strategy adjustments, and serve as a trusted advisor to executive leadership on compensation strategy, market competitiveness, and sales force effectiveness.

Job Duties & Responsibilities:

• Design and implement compensation analytics and reports that align with the company's strategic goals and values. Support a high-performance culture by partnering strategically with our leadership team.
• Oversee the administration of all incentive compensation reporting and analytics to ensure timely and accurate payment of incentives, adhering to design governance. This includes attainment and earnings reports, predictive cost modeling, data validation and reconciliation, and ad-hoc reporting.
• Serve as a data & business process SME demonstrating knowledge surrounding Incentive Compensation Management (ICM) systems, our upstream financial reporting and CRM systems, and downstream BI and reporting capabilities.
• Develop and document data and business process flows. Identify efficiencies to support end-to-end automation, provide requirements and recommendations for ICM Analytics configuration changes, and participate in User Acceptance Testing (UAT) related to commissions.
• Develop cost models, scenario analyses, and insights into our Incentive Plan design and Sales Performance by synthesizing information from various sources. Assist leadership in interpreting findings to make informed decisions and continuously enhance dashboard visualizations.
• Build and maintain strong collaborative relationships with key business partners within GTM Operations, Commission Operations, Finance, and Sales.

What we're looking for:

• 8+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies, with demonstrated expertise in organizational scaling
• Proven leadership capability to build, mentor, and manage diverse teams across multiple levels—from individual contributors and analysts to managers—fostering high performance and professional development
• Deep expertise in sales compensation architecture, including territory management design, account coverage models, sales crediting methodologies, and compensation plan mechanics that drive business outcomes
• Advanced proficiency with Salesforce, Anaplan, Xactly, or comparable incentive compensation management platforms, with the ability to optimize systems for accuracy and insights
• 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

Nice to have:

• Systems knowledge of SFDC, Anaplan, and experience working with ICM systems such as Xactly or other related commissions software.
• Expertise with AI/ML using Python to perform predictive analytics, and statistical modeling, tailored to our market and business needs.

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: : $174,000 USD - $239,000 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:: $155,000 USD - $213,000 USD

The Okta Experience

• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding pleaseuse this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, pleaseclick here to view our full NYC AEDT Notice.