GTM Compensation Strategy & Incentive Design Manager

Okta's Go-To-Market (GTM) Compensation Strategy and Incentive Design team plays a critical role in developing and implementing variable incentive compensation designs across all GTM functions.

In this Individual Contributor 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.

Key responsibilities:

• Design and optimise incentive compensation plans for Okta's Go-To-Market teams that align with company objectives, market competitiveness, and sales force effectiveness metrics
• Conduct comprehensive compensation analyses and modelling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast plan costs, simulate scenarios, and measure the ROI and effectiveness of compensation changes
• Develop territory management and sales crediting frameworks that fairly allocate compensation, minimise disputes, and accurately reflect individual contributor performance across complex deal structures and account coverage models
• Collaborate with Sales Operations, Finance, and HR to implement compensation plan changes, ensure accurate payouts, maintain system integrity, and drive adoption of new compensation strategies across the organisation
• Analyse sales performance data and compensation metrics to identify trends, inefficiencies, and opportunities for improvement; translate findings into actionable recommendations for plan refinements and strategic adjustments

Requirements:

• 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies, with demonstrated expertise in organisational scaling
• 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 of systems and platforms (such as Salesforce, Anaplan, Xactly, & Workday) to understand how compensation data integrates with each
• 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

Nice to have:

• Advanced data querying capabilities to extract, manipulate, and analyse compensation and sales data directly from databases without heavy reliance on BI tools
• Knowledge of comp plan governance, audit, and compliance requirements including SOX compliance and financial controls related to compensation payouts

Benefits:

• Health, dental, and vision insurance
• 401(k)
• Flexible spending account
• Paid leave (including PTO and parental leave)