Strategic GTM Compensation & Incentive Design Lead

Okta

Bellevue, San Francisco (WA, CA)

On-site

USD 120,000 - 165,000

Full time

14 days+

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Job summary

Okta is seeking an experienced Go-To-Market compensation strategist to shape incentive design for its SaaS sales teams. In this IC role, you'll drive data-driven compensation initiatives, build analytics frameworks, and translate business objectives into executable plans across Sales, Sales Engineering, Sales Development, and Customer Success.

You'll partner with Sales Ops, Finance, and HR to implement plan changes, forecast costs, and measure ROI, delivering insights and executive-ready

Qualifications

6+ years of progressive experience in sales compensation design, strategy, or analytics.
Deep expertise in sales compensation architecture, including territory design and crediting methodologies.
Advanced proficiency with systems like Salesforce, Anaplan, Xactly, and Workday.

Responsibilities

Design and optimize incentive compensation plans for GTM teams that align with objectives and metrics.
Conduct compensation analyses and modeling using analytics tools to forecast costs and ROI.
Develop territory management and sales crediting frameworks to reflect performance and coverage models.
Collaborate with Sales Operations, Finance, and HR to implement plan changes and ensure accurate payouts.
Analyze sales performance data to identify trends and opportunities for improvement; translate findings into actionable recommendations.
Partner with Sales leadership and Finance to build business cases and executive presentations.