Incentive Compensation Manager

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

📋 Description

• Lead the development of the annual compensation plan in collaboration with the CRO, Sales Leadership, Customer Success, and Finance; convert business objectives into effective incentive structures.

• Create role-specific compensation frameworks that include base/variable splits, quota-to-OTE ratios, accelerators, decelerators, thresholds, and performance tiers that are aligned with role expectations and market standards.

• Develop compensation mechanics that combine traditional SaaS (ARR/subscription) with consumption-based (usage/metered) revenue streams, incorporating hybrid quota structures, draw mechanics, and milestone-based incentives where revenue recognition is non-linear.

• Utilize AI-powered tools and automation to create self-service inquiry agents for representatives, streamline commission calculations, and improve plan modeling capabilities.

• Establish compensation governance frameworks that include plan approval workflows, exception handling, change management protocols, and ongoing maintenance processes.

• Model compensation scenarios to optimize motivational impact, cost efficiency, competitive positioning, and predictability; perform sensitivity analysis on various business outcomes.

• Collaborate with People/Total Rewards to ensure that CRO compensation programs align with GitLab's overall compensation philosophy, principles of internal equity, and the total rewards strategy.

• Create incentive mechanisms that promote strategic behaviors such as new logo acquisition, expansion, consumption revenue growth, multi-year deals, product mix, and customer retention.

• Develop SPIFs, contests, and accelerator programs to meet short-term business goals and enhance specific outcomes (pipeline generation, deal velocity, strategic initiatives).

• Construct compensation analytics frameworks to measure plan effectiveness, cost efficiency, and business impact.

• Monitor key compensation metrics such as average earnings, payout ratios, cost-per-dollar-sold, plan leverage, and quota attainment distribution.

• Analyze the effect of compensation changes on representative behavior, company costs, revenue outcomes, and team morale.

• Conduct regular performance reviews of the plan, comparing actual results to design intent; recommend mid-year adjustments when necessary.

• Use AI to gain insights into compensation spending, attainment trends, and plan performance against objectives.

• Execute ROI analysis on compensation investments, including SPIFs, accelerators, and special programs.

• Collaborate with Sales Analytics to merge compensation data with broader revenue performance analytics.

• Act as a trusted advisor to Stakeholders & Sales Leadership on all compensation-related issues, including plan design, policy decisions, and individual circumstances.

• Present compensation recommendations to Sales leadership, Finance leadership, and the Incentive Compensation Committee.

• Lead annual compensation communication initiatives such as plan rollouts, training sessions, manager enablement, and field team Q&A.

• Handle compensation inquiries from field teams, offering clear explanations of plan mechanics, policies, and individual circumstances.

• Collaborate with Sales Enablement to integrate compensation understanding into onboarding programs and ongoing training.

• Work with Finance/FP&A on compensation expense planning, budget management, and actual-vs-plan reporting.

• Partner with Legal and Compliance teams to ensure that plan structures comply with regulatory requirements in global markets.

• Engage with Total Rewards/People teams regarding the holistic compensation philosophy, market data, and employee experience.

⛳️ Requirements

• Minimum of 5 years of progressive compensation experience, with at least 3-5 years specifically focused on sales compensation design and incentive strategy & operations.

• Extensive expertise in B2B SaaS & consumption sales compensation, including experience with various sales roles (AEs, SEs, CSMs, Channel, etc.) and complex go-to-market motions.

• Background in high-growth SaaS companies (preferably $500M+ ARR) with experience in scaling compensation operations.

• Direct experience in designing and managing compensation plans within a hybrid SaaS and consumption business model, including managing variable payout timing, usage-based quotas, and ramp structures unique to consumption GTM.

• Understanding of consumption growth dynamics (land-and-expand, usage ramps) and how they differ from traditional SaaS renewal/expansion motions and how to incentivize both.

• Hands-on experience with AI or machine learning tools in a sales compensation or revenue operations context.

• Proven success in designing and implementing compensation plans that lead to measurable improvements in sales productivity, behavior change, and business outcomes.

• Experience in implementing global compensation programs across various geographies with differing regulations and market practices.

• Expert-level proficiency with compensation management systems (Xactly, CaptivateIQ, Varicent, or similar platforms) and CRM applications (e.g., Salesforce).

• Proficient in data/BI tools (e.g., SQL, Tableau, or Looker) for compensation reporting and ad hoc analysis.

• Advanced modeling skills in Excel/Google Sheets, including complex formulas, scenario analysis, and financial modeling.

• Exceptional quantitative and analytical skills with a keen attention to detail and accuracy.

• Understanding of quota-setting methodologies and the relationship between territory assignment, quota, and compensation.

• Familiarity with ASC 606 revenue recognition and its implications for commission earning and payment timing.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.