GTM Strategy & Operations, Incentive Compensation Lead

Zip•San Francisco, CA

32d•$130,000 - $170,000

About The Position

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses. Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend. We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us! Your Role You’ll own the full lifecycle of GTM incentive compensation: from partnering with leadership to defining incentive structures that align to company goals, to building and managing quota methodologies, to ensuring airtight execution, governance, and reporting of our incentive compensation policies. Your work will influence hiring, rep productivity, pipeline health, territory design, and forecasting. This role sits at the heart of GTM Strategy & Operations, where analytical horsepower, structured thinking, and cross-functional alignment are essential. You’ll work directly with Zip’s executive team, including our CFO, VP of Sales, and Head of GTM Strategy and Operations. You will be responsible for designing, operationalizing, and running the incentive structures that drive Zip’s revenue engine. Our GTM Strategy & Operations team is at the center of our growth. If you thrive in a high-ownership environment and want to work across functions to drive impact, this role is for you.

Requirements

2-3 years of experience in management consulting, investment banking, investing, or a high-impact GTM or strategy role. Prior experience in GTM incentive compensation is a plus.
Strong analytical toolkit: you’re highly proficient in Excel or Google Sheets. You’re comfortable in SQL or are motivated to learn it quickly.
Excellent communication: you can translate analysis into clear insights and are comfortable working with stakeholders at all levels.
A builder’s mindset: you look for ways to automate, scale, and simplify.
Detail-oriented but pragmatic: you’re capable of diving deep without losing sight of the big picture.
Fast learner with a bias for action: you thrive in fast-paced, ambiguous environments and like to get things done.
Collaborative and low ego: you enjoy working across teams, know when to lead and when to follow, and always keep the company’s goals front and center.

Nice To Haves

Prior experience in GTM incentive compensation is a plus.

Responsibilities

Design incentive structures that drive GTM performance: Work directly with Sales, Finance, and GTM Ops executives to develop compensation plans that reinforce Zip’s strategic priorities. Develop plan proposals, evaluate tradeoffs, and guide leaders through the implications on behavior, revenue, and cost.
Own the GTM compensation engine: Lead the end-to-end operational execution of Zip’s sales compensation program across all roles and segments. Build transparent documentation, dashboards, and FAQs that give reps clarity and confidence in their plans. Develop fair and consistent compensation policy. Ensure flawless monthly payout execution, model accuracy, and ARR attribution.
Deliver insights that drive decisions. Analyze performance patterns, attainment distributions, and role effectiveness to inform quota setting, headcount strategy, ramp curves, and territory design. Provide real insights that influence how Zip scales its revenue organization.
Own the technical backbone of sales compensation: Serve as the admin for our compensation tool, Spiff, to build, test, and deploy comp plan logic. Partner closely with our Business Systems team to implement Salesforce data model changes that ensure accurate, automated commission calculations at scale.
Drive cross-functional alignment on GTM incentives: Partner across Sales, Finance, People, and Business Systems to ensure compensation plans, leveling frameworks, and role architectures are consistent, scalable, and aligned to Zip’s strategic priorities.