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Okta is seeking a GTM Compensation Strategy & Incentive Design Manager to drive strategic compensation initiatives across the Go-To-Market organization. This individual contributor role focuses on developing data-driven compensation recommendations aligned with business objectives, designing and optimizing incentive plans for Sales, Sales Engineering, Sales Development, and Customer Success teams.
Key responsibilities include designing and optimizing variable compensation plans that align with company objectives and market competitiveness; conducting comprehensive compensation analyses and modeling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast costs, simulate scenarios, and measure ROI; developing territory management and sales crediting frameworks that fairly allocate compensation and reflect individual contributor performance; collaborating with Sales Operations, Finance, and HR to implement compensation changes and ensure accurate payouts; analyzing sales performance data to identify trends and opportunities for improvement; and partnering with Sales leadership and Finance to develop business cases and executive presentations.
The ideal candidate brings 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS or technology companies, with demonstrated expertise in organizational scaling. Deep expertise in sales compensation architecture—including territory management design, account coverage models, sales crediting methodologies, and compensation plan mechanics—is essential. Advanced proficiency with systems and platforms such as Salesforce, Anaplan, Xactly, and Workday is required. The role demands a track record of leading strategic cross-functional initiatives while maintaining executive visibility and stakeholder alignment at senior levels. Exceptional executive-level communication skills (written and verbal) are critical, along with the ability to translate complex compensation strategies into compelling narratives and build persuasive business cases. The successful candidate is a self-directed problem-solver who takes ownership of outcomes, identifies innovative solutions proactively, and consistently delivers high-quality work within tight timeframes. An agile mindset with comfort navigating ambiguity and adapting to evolving priorities is essential.
