Revenue Operations Compensation and Go-to-Market Integration

Who are we?

Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems.

We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that.

We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft.

We are a global technology company co-headquartered in Toronto and San Francisco, with key offices in London, New York City, Montreal, Seoul, Germany and Paris. Join us!

Revenue Operations Compensation and Go-to-Market Integration

Department: Revenue Operations

Function: Compensation and Planning

Location: NYC, SF, Toronto

The Revenue Operations team’s mission is to build and maintain the systems, data, and processes that power our go-to-market engine. We are looking for a Revenue Operations Compensation and Go-to-Market Integration specialist to join the team, reporting to the Head of Revenue Operations, focused on owning and evolving compensation design and strategy and serving as RevOps lead on post-close M&A integration for Go-to-Market. This is a design and execution role, you own and administer the plans that determine how every revenue-facing team member is paid, ensure reps have a clear and achievable path to their On-Target Earnings, and bring newly acquired teams into our Go-to-Market operating model.

Key Responsibilities

• Own and administer our Go-to-Market variable compensation architecture including accelerators, and SPIFs across sales, BDRs, CSMs, SAs and the partner team
• Model scenarios to stress test costs, attainment distributions, and behavioural incentives before plans are finalized
• Partner with finance on commission actuals and with Human Resources on benchmarking against market data
• Own the plan roll out with the people team and Go-to-Market leadership including documentation, communications, resolution frameworks, exception handling and tracking, system configuration and compensation governance
• Work with sales enablement to ensure reps have a clear path to On-Target Earnings – identifying quota, ramp, and efficiency gaps before they impact attainment
• Partner with finance and Go-to-Market leadership to model headcount unlock criteria, identifying when and where to hire to support growth in new regions and segments
• Serve as the Revenue Operations lead on all post-close Go-to-Market integration items, including designing and maintaining an integration playbook covering role mapping, territory carving, quota assignment, system integration items and data mapping
• Track integration milestones and surface risks to Revenue Operations leadership and cross-functional integration teams

This Role Is a Good Match If You

• Have 5-8 years in Revenue Operations, sales operations or sales finance in a Business-to-Business environment
• Hands on experience designing and administering variable compensation plans (not just reporting on them)
• Experience supporting or leading Go-to-Market workstreams in M&A integrations
• Have financial modelling fluency, building bottoms up capacity models, compensation scenarios, and attainment distribution
• Are a clear communicator able to present complex compensation plans or compensation frameworks to sales leadership and executives
• Are comfortable working in ambiguous, fast moving environments

How And Where We Work

• Cohere is remote-friendly. We have offices in Toronto, San Francisco, New York City, London, Paris, Montreal, and more coming soon
• For those in the office: a daily lunch program, plenty of snacks, and regular community and social events
• For those not near an office: a co-working benefit so you can work alongside others in your city

If any of the above doesn’t line up exactly with your experience, we still encourage you to apply.

We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form, and we will work together to meet your needs.

We may use artificial intelligence-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn’t limit the applications our recruiters may review or consider.