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Okta's Go-To-Market (GTM) Compensation Strategy and Incentive Design team is seeking a Senior Manager to lead the development and implementation of variable incentive compensation designs across all GTM functions. This role reports to the Director of GTM Strategy & Incentive Design and is responsible for designing scalable sales incentive programs for the Sales and Customer First organizations.
Key responsibilities include:
• Design and implement compensation analytics and reports aligned with strategic goals, supporting a high-performance culture through partnership with leadership
• Oversee administration of all incentive compensation reporting and analytics to ensure timely, accurate incentive payments, including attainment reports, predictive cost modeling, data validation, and reconciliation
• Serve as a subject matter expert on Incentive Compensation Management (ICM) systems, financial reporting, CRM systems, and BI/reporting capabilities
• Develop and document data and business process flows, identifying automation opportunities and providing requirements for ICM analytics configuration
• Develop cost models, scenario analyses, and insights into incentive plan design and sales performance; assist leadership in interpreting findings
• Build and maintain collaborative relationships with GTM Operations, Commission Operations, Finance, and Sales teams
• Lead strategic compensation initiatives by developing data-driven recommendations aligned with business objectives
• Establish robust metrics and analytics frameworks to track compensation plan performance and measure ROI
• Translate high-level business objectives into executable compensation plans while ensuring systems and processes support accurate tracking
• Manage and mentor diverse teams across multiple levels, fostering high performance and professional development
Required qualifications:
• 8+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies
• Demonstrated expertise in organizational scaling
• Proven leadership capability to build, mentor, and manage teams from individual contributors to managers
• Deep expertise in sales compensation architecture, including territory management, account coverage models, sales crediting methodologies, and compensation plan mechanics
• Advanced proficiency with Salesforce, Anaplan, Xactly, or comparable ICM platforms
• Track record of leading strategic cross-functional initiatives and virtual teams with executive visibility
• Strong analytical and problem-solving skills with ability to synthesize complex data
• Excellent communication and stakeholder management abilities
