Manager, GTM Planning & Operations (Incentive Compensation Strategy)
GitLab
Admin & Office
Job Summary
The GTM Planning & Operations team is charged with planning a high-performing, robust, and efficient CRO organization that maximizes the company’s revenue growth through the implementation of aligned and well-analyzed annual plans. In particular, this role focuses on Incentive Compensation Design and Analytics: that is to say, ownership over the company’s Sales Compensation program, which entails developing, executing on, and analyzing GitLab’s Sales Compensations strategy. Incentives for the Field team at GitLab are a major leverage point to help shape the company’s growth. This role empowers prospective team members to make a sizable impact on the shape of GitLab’s current and future results.
- Minimum Qualification: Degree
- Experience Level: Mid level
- Experience Length: 5 years
Job Description/Requirements
What you’ll be doing:
- Be a key driver and architect of the annual Go-To-Market planning process for the CRO organization
- Drive all aspects of compensation design for roles across the CRO organization (including core Sales, Customer Success, Partners, Management, Sales Development, and others); Collaborate closely with Sales, Finance, Sales Commissions & Ops in the process
- Play a key role in helping to design an efficient, effective and predictable GTM motion
- Deliver insightful comp analytics that lead to improvements in the design and effectiveness of compensation models
- Support quota/compensation troubleshooting throughout the year
- Define, Iterate on, and own a key set of policies that pertain to incentive compensation administration
What you’ll bring:
- BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
- Willingness to partner, collaborate and influence across functional areas (e.g. Finance, People Operations and Sales) and support multiple business partners
- Excellent problem solving, project management, interpersonal and organizational skills
- Previous experience in Consulting, Banking, PE or Strategy roles a big plus
- Advanced analytical and financial modeling skills with high motivation to drive high value insights
- SFDC and Xactly familiarity and knowledge of typical enterprise SaaS tools
- Considerable relevant experience and a solid understanding of go-to-market design & sales planning as well as sales compensation design & analytics
- Considerable experience interacting with Leaders at the VP level as well as experience collaborating closely with leaders at the Sr. Director level and below
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