Manager supporting the execution of the Fanatics App GTM initiatives. Contributing to sports fan engagement for a leading digital sports platform.
About the role
- GTM Strategy & Operations Lead overseeing the design and execution of Plaid’s Variable Incentives Programs across all GTM roles. Collaborating with stakeholders to optimize effectiveness and business performance.
Responsibilities
- End to end ownership of variable compensation program design and execution
- Design variable compensation programs closely with stakeholders (Revenue Leaders & Strategic Finance) to ensure they: (1) Drive the highest priority target behaviors and sales activities that are valuable for Plaid (2) Align design with industry standards that can retain and attract the best talent in the industry (3) Are effective in driving optimal revenue outcomes (4) Are optimizing for business performance and cost efficiency
- Execute all variable compensation plans
- Set segment, team, and AE level quotas in partnership with Revenue Strategy team
- Process monthly, quarterly and annual commission plan payouts
- Build automation and visualization tools for improved efficiency and plan performance comprehension
- Drive monthly and quarterly performance reviews of our incentive comp programs, including analytics and reporting
- Design, execute and track strategic incentive specials and SPIFs in partnership with sales leadership
- Lead the team of variable compensation staff including internal and external resources
- Partner with Finance for accrual estimates, commissions forecasting and SOX compliance execution.
Requirements
- 10+ years of work experience in sales variable compensation or revenue operations / strategy (preferred in a B2B SaaS or Fintech environment)
- Exceptional analytical and quantitative skills, including proficiency in Google Sheets/Excel
- Familiarity with Salesforce (or another CRM); experience with variable compensation platforms like CaptivateIQ
- Strong project management, planning, and organization skills, including the ability to handle multiple projects simultaneously in a fast-paced environment
- Strong written and verbal communication skills; ability to influence stakeholders and cross-functional partners
- Ability to take initiative and navigate through ambiguity; ability to distill complex issues into structured frameworks and action plans
- Continuous improvement mindset; ability to seek out and implement internal or external best practices
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