Senior Manager, Incentive Compensation

November 17

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6sense

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Artificial Intelligence • B2B • Marketing

6sense is a company specializing in Revenue AI™ solutions, particularly for B2B marketing and sales. The company offers a platform that identifies potential buyers who are ready to purchase, crafts personalized messages to engage them, and automatically qualifies and books meetings. 6sense uses advanced AI to predict buying stages, enrich contact and account data, and uncover buyer intent. Their platform integrates with existing technology investments and supports operations like account intelligence, audience building, and orchestration workflows. 6sense aims to improve marketing efficiency, increase pipeline, and boost revenue growth by revealing hidden buying signals and providing relevant data insights.

1001 - 5000 employees

Founded 2013

🤖 Artificial Intelligence

🤝 B2B

💰 $200M Series E on 2022-01

📋 Description

• Own the end-to-end GTM compensation strategy for Sales, CS, BDR, SC, and PS—aligning plans to corporate goals, growth targets, and performance expectations. • Lead annual and mid-year compensation design cycles, including modeling, benchmarking, quota mechanics, accelerators, SPIFs, policy updates, and governance frameworks. • Develop, publish, and maintain clear, prescriptive compensation policies that drive consistency, fairness, and operational efficiency across all GTM teams. • Build scalable processes for compensation administration—including monthly payouts, approvals, modeling, reporting, and reconciliation. • Partner closely with Finance/FP&A on forecast accuracy, expense modeling, budgeting, and scenario planning; own the compensation forecast process. • Implement and administer the GTM compensation technology ecosystem, ensuring integration, accuracy, and scalability across systems (e.g., Salesforce, comp tools). • Establish and run monthly and quarterly GTM compensation reviews with Sales, CS, RevOps, and Finance leaders—providing insights on plan performance, attainment trends, productivity, and ROI. • Serve as a trusted advisor for payees and leaders by managing inquiries, escalations, and field-facing communication around plans, policies, and calculations. • Drive continuous improvement of compensation workflows, reducing manual work and increasing accuracy, speed, and transparency. • Partner with RevOps, HR, and GTM leadership to develop compensation governance, role alignment, territory design impact, and performance metrics. • Lead key strategic initiatives across Revenue Operations, including quota deployment, role/segment changes, SPIF strategy, incentive experiments, and compensation-driven productivity programs.

🎯 Requirements

• 5+ years of experience owning Sales or GTM compensation programs in a high-growth SaaS or software company. • Deep experience with compensation planning, financial modeling, variable design, and GTM incentive mechanics. • Strong understanding of the full GTM funnel and how compensation can influence behavior, productivity, alignment, and business outcomes. • Experience supporting multiple GTM roles—Sales, CS, BDR/SDR, SC, and PS—and navigating the nuance of plan structures for each. • Intermediate to advanced Excel/Sheets skills, with the ability to model, analyze, and interpret complex data sets. • Experience managing CaptivateIQ or similar incentive management tool. • Comfortable operating in ambiguity and building structure, process, and governance from the ground up. • Highly organized with exceptional project management skills and the ability to lead multiple initiatives across functions and time zones. • Experience implementing or administering compensation systems; familiarity with Salesforce and RevOps tool stacks. • Strong communication skills and the ability to influence executive stakeholders with clarity, data, and insight. • A mindset focused on accuracy, transparency, fairness, and operational excellence.

🏖️ Benefits

• Health insurance • Life and disability insurance • 401K employer matching program • Paid holidays • Self-care days • Paid time off (PTO)