GTM Compensation & Planning Analyst, SalesOps

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Design and administer compensation plans — develop, test, and maintain compensation models (OTE, base/variable split, accelerators, SPIFs) that promote representative behavior and drive revenue growth.

• Quota and floor design — take ownership of quota-setting methodologies and floor structures across various segments, roles, and geographies; conduct scenario modeling and sensitivity analyses; lead calibration sessions with Sales leadership.

• Headcount planning and forecasting — sustain rolling headcount models by role/team and create hiring models aligned with annual planning objectives.

• Annual Planning support — guide the personnel and compensation assumptions for annual planning; convert targets into quota, ramp, and compensation implications and generate what-if analyses.

• Monthly performance and forecasting cadence (MPE) — manage month-end reporting (attainment, forecast vs. actuals) and suggest corrective measures.

• Promotions and special programs — evaluate the effects of promotions on pay and quotas; design SPIFs/short-term incentives and assess program effectiveness.

• Compensation reporting and governance — oversee recurring compensation reports, conduct ad-hoc analyses, and implement audit controls; document runbooks and change-management processes.

• Systems and automation — collaborate with Systems/IT to maintain Salesforce and compensation tools, automate repetitive tasks, and enhance data flows.

• AI-enabled productivity — create agentic workflows and automations that reduce cycle times for modeling, reporting, and analysis; establish standards for "AI-native" operations within the team.

• Cross-functional collaboration — convert technical models into clear recommendations and cultivate trusted relationships with Revenue leaders, Finance, People/HR, and Recruiting.

• Executive communication — engage directly with the CEO and executive team.

⛳️ Requirements

• A minimum of 3 years of experience in Sales Operations, Revenue Operations, or GTM Finance within a SaaS or fast-paced growth environment.

• Practical experience in building and maintaining forecasting, quota, and compensation models (commissions, accelerators, quota/OTE impacts).

• Proven ability as an AI-native operator — you've restructured workflows around AI rather than merely utilizing it for final touches. You can identify specific workflows you've automated, manual tasks you've streamlined, and demonstrate that outputs are quicker, more comprehensive, or more precise as a result.

• Proficient in advanced Google Sheets / Excel (scenario modeling, pivot tables, complex formulas).

• Fluent in SQL and experienced with Salesforce (opportunities, territories).

• Strong written and verbal communication skills, with experience in creating executive-ready presentations.

• Demonstrated attention to detail and a control-focused approach regarding payouts and compensation adjustments.

🏝️ Benefits

• Brightwheel is dedicated to fostering a diverse and inclusive work environment and is proud to be an equal opportunity employer.