GTM Program Manager

DoorDash USA

3d•$125,800 - $185,000•Remote

About The Position

The GTM Program Manager owns the governance, design partnership, and operational integrity of DoorDash's sales incentive programs across the SMB sales portfolio - including Marketplace, Storefront, and Digital Commerce. As a senior individual contributor reporting to the Sr. Manager, Compensation Governance & Systems, you will establish and enforce the rulebook for how SPIFFs, contests, and incentive plans are designed, approved, and paid out - ensuring every dollar of incentive spend drives the intended seller behavior. You will drive the central sales planning process for half and annual planning cycles - owning the program timeline that segment teams operate against and consolidating their inputs into an integrated view. You’ll run the SMB Monthly Business Review, and partner with Sales, Finance, and Comp leadership on incentive design across the portfolio. This is a backfill role with an expanded scope: stronger governance ownership, deeper cross-functional design partnership, and new leadership of the SMB Monthly Business Review.

Requirements

5-7 years of experience in Sales Compensation, Sales Operations, Revenue Operations, or FP&A
Demonstrated ownership of a policy or governance framework - not just executing within one
Strong cross-functional facilitation and influence-without-authority skill; comfortable running a recurring business review with Sales, Finance, and Comp leadership and holding the line on policy
Fluency in SQL, Excel/Sheets, and incentive compensation platforms (Xactly, CaptivateIQ, Anaplan, Varicent, or similar)
Analytical rigor: ROI modeling, attainment curve design, payout sensitivity analysis
Self-directed senior IC who can drive ambiguous, cross-functional programs

Nice To Haves

Experience supporting SMB and Enterprise sales segments
Experience designing incentive structures for emerging or evolving sales motions where playbooks are still being built (vs. operating within mature plans)
Marketplace, SaaS, or high-growth tech industry background
Exposure to SOX or audit-adjacent controls for compensation programs

Responsibilities

Drive the overall sales planning process for AOP (Annual Operating Plan) and Half planning - owning the program timeline, cadence, and consolidation of segment inputs (targets, capacity, headcount, investment priorities, GTM plans) across SMB segments (Marketplace, Storefront, Digital Commerce Platform)
Serve as the central program owner for cross-segment consolidation - pulling segment leads together, surfacing tradeoffs, and delivering an integrated view to Sales, Finance, and executive leadership (segment teams remain accountable for the substance of their own plans)
Own the consolidated planning deliverables: integrated targets, capacity roll-ups, investment allocation view, and program roadmap across segments
Partner with Finance to align budget envelopes to segment growth targets and P&L impact
Orchestrate alignment across segment leads (Marketplace, Storefront, DCP, New Verticals, Enterprise) to ensure plans are consistent, additive, and roll up correctly to overall commitments
Own the sales incentive policy framework: eligibility rules, crediting logic, payout mechanics, exception handling, and dispute resolution
Establish and enforce approval workflows for new SPIFFs, contests, and plan changes - including spend thresholds, sign-off matrix, and audit trail
Run quarterly policy reviews; sunset stale rules; codify precedents from exceptions into durable policy
Be the policy backstop - the voice that says no when proposals create precedent risk or violate guardrails
Steward and evolve DoorDash's Sales Incentive Compensation Philosophy - ensuring incentive frameworks scale as the business grows across new segments and product lines
Serve as the subject matter expert for industry benchmarking of sales incentive programs - ensuring DoorDash's plans remain competitive within marketplace, SaaS, and high-growth tech peer norms
Partner with Sales Leadership, Sales Strategy, Finance, and Comp on the design of SPIFFs, contests, accelerators, and plan adjustments
Drive the annual sales incentive design process across SMB segments - including plan design, comp metric selection, plan rollout, and seller enablement - in partnership with the Sr. Manager, Compensation Governance & Systems
Pressure-test design proposals through ROI modeling, attainment curves, payout caps, and behavioral risk analysis
Serve as the lead incentives partner for Digital Commerce Platform - co-own the design of DCP-specific SPIFFs, accelerators, and quota relief mechanisms with DCP Sales Leadership and Strategy, given DCP's evolving GTM motion and the need to build durable incentive structures as the business scales
Serve as the pre-launch gate ensuring every incentive aligns to GTM priorities and financial guardrails
Lead post-mortems on major incentives: did the program drive intended behavior, and at what cost per incremental unit?
Own the agenda, attendee list, and cadence for the SMB Monthly Business Review forum
Drive standing readouts on SMB business performance, attainment, pipeline health, program status, and cross-segment initiatives
Track action items to closure; escalate blockers; translate forum decisions into executive-ready summaries and program updates