GTM Program Manager

What you'll do

• Manage the annual and half-year sales planning cycles, including timeline ownership and consolidating inputs from multiple segments.
• Establish and enforce the rules for sales incentive programs, including eligibility, payout mechanics, and dispute resolution.
• Partner with Finance and Sales leadership to design SPIFFs, contests, and other incentive structures across the portfolio.
• Perform ROI modeling and risk analysis to pressure-test proposed incentive designs before they are launched.
• Lead the SMB Monthly Business Review by setting agendas, tracking action items, and reporting on performance metrics.
• Act as the primary gatekeeper for policy compliance to ensure all incentives align with financial guardrails and company goals.
• Conduct post-mortems on major incentives to evaluate if programs achieved intended behaviors at an acceptable cost.

What we're looking for

• 5-7 years of experience in Sales Compensation, Sales Operations, Revenue Operations, or FP&A.
• Demonstrated ownership of a policy or governance framework.
• Proficiency in SQL, Excel/Sheets, and incentive compensation platforms like Xactly, CaptivateIQ, Anaplan, or Varicent.
• Ability to perform analytical tasks including ROI modeling, attainment curve design, and payout sensitivity analysis.
• Strong cross-functional facilitation and influence skills to lead business reviews with Sales, Finance, and Comp leadership.
• Experience supporting SMB and Enterprise sales segments is preferred.
• Experience designing incentive structures for emerging or evolving sales motions is preferred.
• A background in Marketplace, SaaS, or high-growth tech industries is preferred.