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GTM Compensation Leader

Gong· GTM Strategy & Planning
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Hybrid (Chicago, IL; New York, NY; Salt Lake City, UT; San Francisco, CA)$174k - $250kfull-timePosted yesterday

About the role

The GTM Compensation Leader is responsible for end-to-end strategy, design, and operations of sales compensation across the GTM organization, partnering with RevOps, Finance, and Field leadership. Leads a comp team, owns the ICM/SPM platform, and governs plan design, exception handling, and comp operations.

Responsibilities

  • Own the design of sales compensation plans across segments (Sales, CS/RA, SDR, Partnership, Solution Engineers and otherwhere applicable) — quota, accelerators, SPIFFs, and plan mechanics.
  • Translate GTM strategy (new logo, expansion, retention, Healthy ARR) into comp incentives that drive the intended rep behavior.
  • Partner with RevOps, GTM Leadership, and Finance to align comp design to business priorities each planning cycle.
  • Own end-to-end comp operations: crediting, calculations, payout accuracy, and dispute resolution.
  • Build scalable exception-handling logic and governance so one-off requests don't erode plan integrity.
  • Ensure timely, accurate payout cycles with clear audit trails.
  • Serve as the business owner for the ICM/SPM tool (e.g., Varicent, Everstage) — configuration, roadmap, and vendor relationship.
  • Lead or oversee implementation, migration, or optimization of the platform as the comp motion scales.
  • Ensure the platform reflects current plan logic with minimal manual workaround.
  • Partner with Finance/Accounting to ensure comp expense recognition is compliant with ASC 606.
  • Own documentation and controls needed to support audit, SOX, and quarter/year-end close.
  • Ensure comp plan changes are properly evaluated for accounting and compliance impact before rollout.
  • Lead and develop a sales compensation team; build a scalable operating model as headcount and plan complexity grow.
  • Set the bar for accuracy, responsiveness, and trust between the comp function and the field.
  • Own communication and rollout of plan changes — clear, simple, and well-timed to the field.
  • Build feedback loops with field leadership to catch design issues early.
  • Build governance models (approval flows, exception thresholds, plan documentation standards) that scale without adding headcount.
  • Maintain a single source of truth for plan documents, rates, and quotas.

Qualifications

  • Experience leading a sales compensation team within a SaaS/tech environment
  • Hands-on experience implementing and/or owning an ICM or SPM tool — CaptivateIQ, Varicent or Everstage strongly preferred
  • Proven ownership of, and partnership across, comp plan design and comp operations
  • ASC 606 experience (comp expense recognition, accounting partnership)
  • Comfortable operating between strategy (plan design, GTM alignment) and execution (calculations, exceptions, payout accuracy)
  • Strong communication and change management skills — able to explain comp mechanics simply to the field
  • Based in NYC, Salt Lake City, Chicago, or SF

Skills

Required:Sales compensation designICM/SPM tools

Benefits

  • Medical, dental, and vision plans
  • Wellbeing Fund - flexible wellness stipend
  • Mental Health benefits with covered therapy and coaching
  • 401(k) program
  • Education & learning stipend
  • Flexible vacation time
  • Paid parental leave
  • Company-wide recharge days each quarter
  • Work from home stipend
Last updated Oct 25, 2026. Interested? Apply on the company site.
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About Gong

Gong Revenue AI OS helps your entire GTM organization win. Drive growth with multimodal revenue signal processing, specialized AI agents, and purpose-built applications.

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