GTM Compensation Strategy & Incentive Design Manager

Okta
Bellevue, San Francisco
Workplace: OnsiteFull timeUSD 134,000 - 185,000 annuallyFunction: People, HR & TalentSkills: ["Cross-functional leadership","Executive communication","Stakeholder alignment","Ownership","Problem-solving"]

Own the design, implementation, and optimization of variable incentive compensation for Okta’s GTM teams, translating business objectives into executable compensation plans. Use quantitative analysis and BI to model scenarios, forecast plan costs, measure ROI, and improve plan performance. Build territory and sales crediting frameworks to ensure fair payouts and accurate tracking. Partner with Sales Operations, Finance, and HR to implement changes, maintain system integrity, and lead executive-ready business cases and presentations.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
Okta
Okta
4 days ago

GTM Compensation Strategy & Incentive Design Manager

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 7 hours agoStatus: Live

Job Summary

Own the design, implementation, and optimization of variable incentive compensation for Okta’s GTM teams, translating business objectives into executable compensation plans. Use quantitative analysis and BI to model scenarios, forecast plan costs, measure ROI, and improve plan performance. Build territory and sales crediting frameworks to ensure fair payouts and accurate tracking. Partner with Sales Operations, Finance, and HR to implement changes, maintain system integrity, and lead executive-ready business cases and presentations.
Location: Bellevue, San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: People, HR & Talent
Seniority: Manager level

Key Responsibilities

  • •Design and optimize incentive compensation plans for Sales, Sales Engineering, Sales Development, and Customer Success to align with company objectives and sales effectiveness metrics.
  • •Conduct compensation analyses and modeling to forecast plan costs, simulate scenarios, and measure ROI and effectiveness of changes.
  • •Develop territory management and sales crediting frameworks that fairly allocate compensation, minimize disputes, and reflect performance across complex deal structures.
  • •Collaborate with Sales Operations, Finance, and HR to implement plan changes, ensure accurate payouts, maintain system integrity, and drive adoption of new strategies.
  • •Analyze sales performance and compensation metrics to identify trends and inefficiencies and translate findings into actionable plan refinements and executive-ready recommendations.

Pay and Benefits

Salary: USD 134,000 - 185,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kPaid LeaveParental Leave

Key Requirements

  • •6+ years of experience in sales compensation design, strategy, or analytics in public SaaS/software/technology companies, including organizational scaling.
  • •Deep expertise in sales compensation architecture, including territory management, account coverage models, sales crediting methodologies, and compensation plan mechanics.
  • •Advanced proficiency with compensation systems and platforms such as Salesforce, Anaplan, Xactly, and Workday to understand data integration.
  • •Proven ability to lead strategic cross-functional initiatives and virtual teams with executive-level stakeholder alignment.
  • •Executive-level written and verbal communication skills to translate complex compensation strategy into business cases and respond to senior leadership questions.
Experience:Public SaaSSoftwareTechnologySales compensationAnalytics
Skills:Cross-functional leadershipExecutive communicationStakeholder alignmentOwnershipProblem-solving
Tech Stack:SalesforceAnaplanXactlyWorkday

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