Senior Manager, GTM Compensation Strategy & Incentive Design

Okta
Bellevue, San Francisco
Workplace: OnsiteFull timeFunction: People, HR & TalentExperience: 8+ yearsSkills: ["Leadership","Mentorship","Cross-functional collaboration","Executive communication","Problem-solving"]

Lead the GTM Compensation Strategy and Incentive Design team’s variable incentive compensation programs across Go-To-Market Sales and Customer First. Own incentive plan architecture, data-driven recommendations, and scalable operating processes—translating business goals into cost-efficient plans backed by analytics, ROI measurement, and dashboard reporting. Partner cross-functionally with Sales, Regional Sales Ops, People Ops, Finance, and Legal to drive operational excellence, automation, and effective change management.

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Okta
Okta
4 days ago

Senior Manager, GTM Compensation Strategy & Incentive Design

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Last checked: 2 hours agoStatus: Live

Job Summary

Lead the GTM Compensation Strategy and Incentive Design team’s variable incentive compensation programs across Go-To-Market Sales and Customer First. Own incentive plan architecture, data-driven recommendations, and scalable operating processes—translating business goals into cost-efficient plans backed by analytics, ROI measurement, and dashboard reporting. Partner cross-functionally with Sales, Regional Sales Ops, People Ops, Finance, and Legal to drive operational excellence, automation, and effective change management.
Location: Bellevue, San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: People, HR & Talent
Seniority: Sr. Manager level

Key Responsibilities

  • •Design and implement compensation analytics and reports aligned to GTM strategy, and help support a high-performance culture by partnering with leadership.
  • •Oversee incentive compensation reporting and analytics with governance, including attainment/earnings reporting, predictive cost modeling, and data validation and reconciliation.
  • •Act as an Incentive Compensation Management (ICM) systems and business process SME across upstream financial reporting/CRM systems and downstream BI/reporting capabilities.
  • •Develop and document data and business process flows, identify efficiencies for end-to-end automation, and support ICM Analytics configuration changes and UAT related to commissions.
  • •Build cost models and scenario analyses to optimize incentive plan design and measure sales performance; partner with stakeholders to interpret findings and enhance dashboards.

Pay and Benefits

Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kFlexible SpendingPaid LeaveParental Leave

Key Requirements

  • •8+ years of sales compensation design, strategy, or analytics experience in public SaaS, software, or technology companies, with expertise in scaling organizations.
  • •Proven leadership capability to build, mentor, and manage teams across multiple levels while fostering high performance and development.
  • •Deep expertise in sales compensation architecture including territory management, account coverage models, sales crediting methodologies, and compensation plan mechanics.
  • •Advanced proficiency with Salesforce, Anaplan, Xactly, or comparable incentive compensation management platforms for accuracy and insights.
  • •Track record leading cross-functional initiatives and communicating at executive levels with strong written and verbal skills.
Experience:8+ yearsSaaSSoftwareTechnology
Skills:LeadershipMentorshipCross-functional collaborationExecutive communicationProblem-solving
Languages:English
Tech Stack:SalesforceAnaplanXactlyPythonCRMBIDashboard

Company Brief

Okta
Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn