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Salary: USD 212,000 - 318,000 / annual
Harvey is an AI platform transforming legal and professional services by combining frontier agentic AI, enterprise-grade infrastructure, and deep domain expertise. Founded in 2022 and headquartered in San Francisco, the company has achieved strong product-market fit with 2400+ customers across 70+ countries and is scaling rapidly.
As Head of GTM Incentive Strategy, you will own the end-to-end design of Harvey's go-to-market incentive compensation architecture. This is a hands-on leadership role where you design the incentive plans, quotas, and payouts that translate revenue strategy into seller motivation and organizational performance.
Key responsibilities include: designing incentive compensation across pre- and post-sales organizations (AEs, sales leadership, solutions teams, customer success); building financial models to forecast plan cost, incentive ROI, and attainment distribution; partnering with compensation and finance teams to align pay mix and leverage to market benchmarks; setting and communicating compensation philosophy through executive narratives and seller education; architecting plan mechanics including quota structures, accelerators, multipliers, and SPIFFs; translating GTM strategy changes (new segments, pricing launches, territory shifts) into rapid comp plan updates; partnering with compensation admin on ICM platform implementation, reconciliation, and real-time earnings visibility; and establishing governance frameworks including documentation, approval workflows, version control, and audit practices.
You will operate with high autonomy as a function owner, setting direction and building the function with or without a team. The role requires translating ambiguous GTM challenges into quantified incentive design decisions and influencing senior stakeholders across Sales, Finance, People, and Legal through data-backed recommendations.
Required: 10+ years in sales/incentive compensation design, revenue operations, or related field with demonstrated experience owning plan design at scale in B2B SaaS. Deep hands-on expertise designing incentive structures (accelerators, SPIFFs, overlays, co-sell frameworks). Strong analytical and modeling skills. Proven ability to influence senior stakeholders. Comfort operating autonomously as a leader and function owner. Bonus experience in hypergrowth organizations, consumption/usage-based pricing, or AI/legal technology.
About Harvey
Legal / Compliance / Risk; AI / Data / Infrastructure — AI platform for legal and professional services work.
