GTM Compensation Strategy & Incentive Design Manager (SaaS)

Location: Bellevue, Washington; Chicago, Illinois; or San Francisco, California, United States. The role includes an in-person onboarding experience.

Salary: $134,000–$185,000 annual base salary for candidates in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington. A separate annual range of $120,000–$165,000 is also listed. Equity, bonus, and benefits may apply.

Company

Okta builds identity and access infrastructure that helps organizations securely use AI and other technologies.

What you will do

• Design and optimize incentive compensation plans for Sales, Sales Engineering, Sales Development, and Customer Success.
• Model compensation costs, simulate scenarios, and measure plan ROI using Salesforce, Anaplan, Xactly, and analytics tools.
• Develop territory management, account coverage, and sales crediting frameworks for complex deal structures.
• Partner with Sales Operations, Finance, HR, and Sales leadership to implement plan changes and ensure accurate payouts.
• Analyze sales performance and compensation metrics to identify inefficiencies and recommend improvements.
• Build business cases and executive presentations covering strategy, benchmarking, and projected business impact.

Requirements

• 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
• Deep expertise in compensation architecture, territory management, account coverage models, sales crediting, and compensation plan mechanics.
• Advanced proficiency with Salesforce, Anaplan, Xactly, Workday, and related compensation data integrations.
• Experience leading strategic cross-functional initiatives and virtual teams with senior stakeholder alignment.
• Executive-level written and verbal communication skills, including business-case development and presentation.
• Ability to solve problems independently, manage ambiguity, and deliver accurate work under tight deadlines.

Nice to have

• Advanced data querying skills for extracting, manipulating, and analyzing compensation and sales data.
• Knowledge of compensation governance, audit, SOX compliance, and financial controls for compensation payouts.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including PTO and parental leave.
• Equity and bonus opportunities where applicable.
• In-person onboarding designed to support connection and ramp-up.
• Equal opportunity employment and reasonable accommodation support during hiring and onboarding.