- The GTM Compensation Leader owns the end-to-end strategy, design, and operations of sales compensation across the GTM organization
- This role is the connective layer between RevOps, Finance, and Field leadership — translating business strategy into comp plans that drive the right behaviors, scale with the business, and hold up to audit and compliance scrutiny
- You will lead a comp team, own the ICM/SPM platform, and be the primary voice on plan design, exception handling, and comp operations
- Comp Plan Design & Strategy:
- Own the design of sales compensation plans across segments (Sales, CS/RA, SDR, Partnership, Solution Engineers and otherwhere applicable) — quota, accelerators, SPIFFs, and plan mechanics
- Translate GTM strategy (new logo, expansion, retention, Healthy ARR) into comp incentives that drive the intended rep behavior
- Partner with RevOps, GTM Leadership, and Finance to align comp design to business priorities each planning cycle
- Comp Operations & Exception Handling:
- Own end-to-end comp operations: crediting, calculations, payout accuracy,
and dispute resolution
- Build scalable exception-handling logic and governance so one-off requests don’t erode plan integrity
- Ensure timely, accurate payout cycles with clear audit trails
- ICM / SPM Platform Ownership:
- Serve as the business owner for the ICM/SPM tool (e.g., Varicent, Everstage) — configuration, roadmap, and vendor relationship
- Lead or oversee implementation, migration, or optimization of the platform as the comp motion scales
- Ensure the platform reflects current plan logic with minimal manual workaround
- Compliance & Finance Partnership:
- Partner with Finance/Accounting to ensure comp expense recognition is compliant with ASC 606
- Own documentation and controls needed to support audit, SOX, and quarter/year-end close
- Ensure comp plan changes are properly evaluated for accounting and compliance impact before rollout
- Team Leadership:
- Lead and develop a sales compensation
📌 GTM Compensation Leader (Salt)
🏢 Gong
📍 Salt