GTM Compensation Manager

IDC is seeking a dynamic and experienced GTM Compensation Manager to be an integral part of our team and be responsible for continuously improving our existing Sales Incentive and Compensation strategy & process. This role will work to align Sales team incentives with company strategy, ensure efficiency and clarity in sales compensation processes, and support the Sales team through issue resolution.

This role is pivotal in shaping the future of our sales team's success and directly influencing our company's growth trajectory. As a GTM Strategy Compensation Manager, you will have the unique opportunity to design and implement innovative compensation strategies that motivate and reward our sales force, driving exceptional performance and results. Your work will be at the intersection of data analytics, strategic planning, and cross‑functional collaboration, allowing you to make a tangible impact on our business outcomes.

• Develop and execute comprehensive compensation plans that align with sales objectives and growth targets, collaborating with leadership to ensure strategies support overall business goals.
• Collaborate with Finance and other stakeholders on the administration of sales compensation plans, ensuring timely and accurate payouts, and establishing clear guidelines and policies for consistency and fairness.
• Utilize data‑driven insights to refine compensation models, track and analyze metrics, and provide regular reports and insights to senior management on trends and outcomes.
• Communicate compensation plans and changes effectively to the sales team and stakeholders, serving as the primary point of contact for inquiries and providing guidance and support.
• Work with sales leadership to forecast, model, and plan for revenue and sales targets, ensuring compensation structures support sales goals.
• Work closely with HR, Finance, Sales Operations, IT, and data teams to ensure alignment, integration, and leverage of compensation management and reporting technology.

• Minimum of 4-6 years in a GTM Operations role:
  Sales Compensation, Financial Analysis, Sales Strategy and Territory Design.
• BS degree in business or finance is preferred.
• Proven experience in Sales Compensation design, execution, and process improvement.
• Knowledge of sales compensation plan structures, including quotas, accelerators, pay mix, leverage, and other components.
• Experience working with and implementing compensation tools like Xactly, Salesforce SPIFF, or other similar tools.
• Demonstrable skills in project management.
• Strong analytical skills and data‑driven decision‑making ability.
• Strong Excel skills; SQL knowledge is a plus.
• Strong understanding of Salesforce data structures and other GTM systems.
• Experience working alongside Sales, Finance, and Legal teams.
• Excellent communication and interpersonal skills, allowing you to build strong relationships and liaise effectively with key stakeholders.
• The ability to operate independently and as part of a team contributes to the organization’s success and growth.
• Ability to work on multiple projects concurrently, showcasing strong organizational and time management skills.
• An impressive attention to detail, ensuring that all tasks are performed accurately and efficiently.

IDC is the most respected global technology market research firm, changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC has been recognized by the IIAR as the Analyst Firm of the Year for five consecutive years (2020‑2024). Our collaborative, innovative and entrepreneurial culture is the perfect place to discover your future!

(US ONLY) At IDC, we are committed to fair and equitable pay practices. Expected total annual compensation, by location and experience, ranges from $175,000 to $190,000 and includes base salary and commission.

IDC is an Equal Opportunity Employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, handicap, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or other categories protected by law.