Sr. Manager of GTM Incentive Compensation

About the Team

The GTM Incentive Compensation team sits at the intersection of Revenue Operations, Finance, Strategy, and Systems. The team owns the design, governance, administration, and operational integrity of incentive compensation programs across Klaviyo’s go-to-market organization.

This team partners closely with Sales, Customer Experience, Partnerships, Finance, HR, and Business Systems to ensure compensation programs drive the right business outcomes while maintaining operational accuracy, scalability, and trust.

About the Role

We are seeking a strategic and operationally excellent Senior Manager, GTM Incentive Compensation to lead the team responsible for designing and managing incentive compensation programs across all GTM functions. This role will oversee both people and processes, ensuring incentive plans are aligned to company objectives, operationally scalable, financially sound, and accurately executed.

The ideal candidate combines deep expertise in compensation strategy and sales operations with strong analytical rigor, systems thinking, and people leadership. You will lead a high-impact team responsible for compensation design, commission operations, crediting logic, transaction integrity, and cost modeling for a global GTM organization.

This role requires strong cross-functional partnership and executive communication skills, as well as the ability to balance strategic planning with operational execution in a fast-growing environment

How You’ll Make a Difference

Incentive Compensation Strategy & Design

• Lead the design, governance, and ongoing optimization of incentive compensation plans across:

  • Business Development Representatives (BDRs)
  • Sales Executives
  • Sales Management & Leadership
  • Solution Engineers
  • Partnerships
  • Customer Experience teams

• Translate company growth objectives into scalable compensation strategies that drive desired behaviors and outcomes

• Partner with GTM leadership, Finance, and People Operations during annual and mid-year compensation planning cycles

• Ensure plans are competitive, equitable, measurable, and aligned to business priorities

Commission Operations & Data Integrity

• Own compensation governance and operational integrity across commission processes
• Ensure accurate crediting logic, transaction attribution, and data integrity for all commissionable events
• Partner with Business Systems and Analytics teams to improve automation, scalability, and reporting capabilities
• Establish and maintain strong controls, audit processes, and documentation standards

Financial Modeling & Analysis

• Lead cost modeling and financial analysis of incentive compensation programs
• Analyze plan effectiveness, attainment distributions, payout trends, and cost of sales
• Provide scenario modeling and recommendations for plan changes and organizational investments
• Support forecasting, budgeting, and accrual processes in partnership with Finance

Team Leadership & Cross-Functional Partnership

• Manage and develop a high-performing Incentive Compensation team
• Build scalable processes, operating cadences, and career development frameworks
• Serve as a trusted advisor to GTM leadership on compensation strategy and operational impact
• Drive alignment across Revenue Operations, Finance, HR, Legal, and Systems teams

What We’re Looking For

• 8+ years of experience in incentive compensation, sales operations, revenue operations, finance, or related fields
• 3+ years of people management experience leading high-performing operational or analytical teams
• Deep expertise designing incentive compensation plans for complex GTM organizations
• Strong understanding of commission operations, crediting logic, and compensation governance
• Experience with financial modeling, cost analysis, and scenario planning
• Exceptional analytical and problem-solving skills with strong attention to detail
• Strong executive communication and stakeholder management skills
• Experience working in high-growth SaaS or technology environments preferred
• Familiarity with compensation and sales systems such as Xactly, CaptivateIQ, Salesforce, Pigment, Anaplan, or similar platforms preferred

You May Be a Good Fit If You

• Thrive in highly cross-functional environments
• Enjoy balancing strategic thinking with operational execution
• Have a systems-oriented mindset and naturally identify process improvements
• Can simplify complex compensation concepts for a wide range of audiences
• Lead with curiosity, accountability, and collaboration
• Are energized by building scalable processes in a fast-growing company

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