Senior Manager, GTM Compensation Strategy & Incentive Design

Okta•San Francisco, CA

19h•$155,000 - $239,000•Onsite

About The Position

Okta’s Go-To-Market (GTM) Compensation Strategy and Incentive Design team plays a critical role in the development and implementation of variable incentive compensation designs across all GTM functions. The team is responsible for driving the compensation plan design, implementation, and assessment of variable pay participants across Okta while delivering compensation plans that ensure alignment with the overall goals and objectives of the GTM organization. This role will report to the Director, GTM Strategy & Incentive Design and play a pivotal role in developing scalable sales incentive programs for our Go-To-Market Sales and Customer First organizations. Success in this role requires the individual to operationalize Okta’s incentive compensation plans and operational processes to be clear, measurable, cost-efficient, and effective. They will be expected to work cross functionally with a huge emphasis on operational efficiency, scaling our business processes, and driving effective change management. In this role, you will drive strategic compensation initiatives by developing data-driven recommendations aligned with business objectives, influencing cross-functional leadership, and building consensus on complex compensation architecture decisions. You'll lead compensation plan design and optimization across Go-To-Market functions - ensuring incentives are strategically aligned with role responsibilities and organizational goals. You will establish robust metrics and analytics frameworks to track compensation plan performance, measure ROI, and identify opportunities for continuous improvement using quantitative analysis and business intelligence. Balancing strategic vision with operational rigor, you'll translate high-level business objectives into executable compensation plans while ensuring systems, processes, and analytics support accurate tracking and meaningful insights. Collaborating closely with Sales, Regional Sales Operations, People Ops, Finance and Legal teams, you will own operational excellence, drive productivity improvements through data-informed compensation strategy adjustments, and serve as a trusted advisor to executive leadership on compensation strategy, market competitiveness, and sales force effectiveness.

Requirements

8+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies, with demonstrated expertise in organizational scaling
Proven leadership capability to build, mentor, and manage diverse teams across multiple levels—from individual contributors and analysts to managers—fostering high performance and professional development
Deep expertise in sales compensation architecture, including territory management design, account coverage models, sales crediting methodologies, and compensation plan mechanics that drive business outcomes
Advanced proficiency with Salesforce, Anaplan, Xactly, or comparable incentive compensation management platforms, with the ability to optimize systems for accuracy and insights
Track record of leading strategic cross-functional initiatives and virtual teams while maintaining executive visibility and stakeholder alignment at senior levels
Executive-level communication skills—both written and verbal—with the ability to translate complex compensation strategies into compelling narratives, build persuasive business cases, and anticipate senior leadership questions
Self-directed problem-solver who takes ownership of outcomes, identifies innovative solutions proactively, and consistently delivers high-quality, accurate work within tight timeframes
Agile mindset with comfort navigating ambiguity, embracing organizational change, and adapting quickly to evolving priorities and new information

Nice To Haves

Systems knowledge of SFDC, Anaplan, and experience working with ICM systems such as Xactly or other related commissions software.
Expertise with AI/ML using Python to perform predictive analytics, and statistical modeling, tailored to our market and business needs.

Responsibilities

Design and implement compensation analytics and reports that align with the company's strategic goals and values.
Support a high-performance culture by partnering strategically with our leadership team.
Oversee the administration of all incentive compensation reporting and analytics to ensure timely and accurate payment of incentives, adhering to design governance. This includes attainment and earnings reports, predictive cost modeling, data validation and reconciliation, and ad-hoc reporting.
Serve as a data & business process SME demonstrating knowledge surrounding Incentive Compensation Management (ICM) systems, our upstream financial reporting and CRM systems, and downstream BI and reporting capabilities.
Develop and document data and business process flows.
Identify efficiencies to support end-to-end automation, provide requirements and recommendations for ICM Analytics configuration changes, and participate in User Acceptance Testing (UAT) related to commissions.
Develop cost models, scenario analyses, and insights into our Incentive Plan design and Sales Performance by synthesizing information from various sources.
Assist leadership in interpreting findings to make informed decisions and continuously enhance dashboard visualizations.
Build and maintain strong collaborative relationships with key business partners within GTM Operations, Commission Operations, Finance, and Sales.