GTM Sales Planning Manager

Role Overview

The GTM Sales Planning Manager owns and improves sales incentive and compensation strategy and processes, aligning sales incentives with company strategy and resolving compensation issues for Sales and Customer Success teams.

What You Will Do

Design and implement compensation strategies that drive performance, manage quota and territory design, and partner with teams to validate custodial account coverage and investigate attainment anomalies.

Why It Might Be a Fit

The ideal candidate has 8+ years of experience in GTM Operations, with hands-on experience in sales compensation, financial analysis, sales strategy, and territory design, and a proven track record designing and executing annual planning processes and quota models.

Requirements

• 8+ years in GTM Operations
• hands-on experience in sales compensation, financial analysis, sales strategy, and territory design
• proven track record designing, executing, and improving annual planning process and quota models
• working knowledge of plan structures, including sales compensation plans, accelerators, pay mix, and leverage
• foundational understanding of compensation tools such as Xactly or Salesforce Spiff
• strong analytical skills and sound, data-driven judgment
• advanced Excel skills
• strong experience using AI tools such as Claude or a similar tool
• solid understanding of Salesforce data structures and other GTM systems
• experience partnering with Sales, Finance, and Legal teams
• demonstrated project management skills, with the ability to manage multiple projects at once
• excellent communication and interpersonal skills, and the ability to build strong relationships with stakeholders
• strong attention to detail, organization, and time management
• able to work both independently and as part of a team

Benefits

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave

Tagged as: Compensation Design, Data Analysis, Excel, Financial Modeling, Project Management, Salesforce, Territory Planning