GTM Compensation & Planning Analyst, SalesOps

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

📋 Description

• Design and manage compensation structures — create, test, and sustain compensation plan models (OTE, base/variable split, accelerators, SPIFs) that influence representative behavior and drive revenue growth.

• Quota and floor development — oversee quota-setting methodologies and floor designs across various segments, roles, and locations; conduct scenario modeling and sensitivity assessments; facilitate calibration sessions with Sales leadership.

• Headcount forecasting and planning — maintain continuous headcount models by role/team and generate hiring projections aligned with annual planning objectives.

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

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

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

• Compensation reporting and governance — handle recurring compensation reports, perform ad-hoc analyses, and implement audit controls; document runbooks and change-management procedures.

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

• AI-driven productivity — develop autonomous workflows and automations that shorten cycle times for modeling, reporting, and analysis; establish benchmarks for what an "AI-native" operation looks like within the team.

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

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

⛳️ Requirements

• Over 3 years of experience in Sales Operations, Revenue Operations, or GTM Finance within a SaaS or rapidly growing environment.

• Practical experience in developing and managing forecast, quota, and compensation models (commissions, accelerators, quota/OTE implications).

• Established AI-native operator — you have restructured workflows around AI, not merely used it for final touches. You can identify specific workflows you've automated, manual tasks you've removed, and demonstrate that outputs are faster, more detailed, or more accurate as a result.

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

• Fluency in SQL and experience with Salesforce (opportunities, territories).

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Generous paid parental leave.

• Flexible PTO to allow you to recharge as needed.

• Local retirement or savings plans (e.g., 401(k) in the U.S.).