Director, Sales Incentive Compensation

October 29

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GitLab

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Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

📋 Description

• Own the end-to-end compensation strategy for all CRO organization roles including Account Executives, Solutions Architects, Customer Success Managers, Professional Services, Channel/Partner roles, and Revenue Operations • Lead annual compensation plan development in partnership with CRO, Sales Leadership, Customer Success, and Finance; translate business objectives into effective incentive structures • Design role-specific compensation frameworks including base/variable splits, quota-to-OTE ratios, accelerators, decelerators, thresholds, and performance tiers aligned to role expectations and market standards • Develop compensation governance frameworks including plan approval workflows, exception handling, change management protocols, and ongoing plan maintenance processes • Model compensation scenarios to optimize the balance between motivational impact, cost efficiency, competitive positioning, and predictability; conduct sensitivity analysis on various business outcomes • Partner with People/Total Rewards to ensure CRO compensation programs align with GitLab's overall compensation philosophy, internal equity principles, and total rewards strategy • Conduct market benchmarking and competitive analysis to ensure compensation packages attract and retain top talent while maintaining fiscal discipline • Design incentive mechanisms that drive strategic behaviors including new logo acquisition, expansion, consumption growth, multi-year deals, product mix, and customer retention • Create SPIFs, contests, and accelerator programs to address short-term business priorities and accelerate specific outcomes (pipeline generation, deal velocity, strategic initiatives)

🎯 Requirements

• 8+ years of progressive compensation experience with at least 5 years focused specifically on sales compensation design and operations • 5+ years of people management experience building and leading compensation teams • Deep expertise in B2B SaaS sales compensation including experience with multiple sales roles (AEs, SEs, CSMs, Channel, etc.) and complex go-to-market motions • Proven track record designing compensation plans that drove measurable improvements in sales productivity, behavior change, and business outcomes • Experience managing global compensation programs across multiple geographies with varying regulations and market practices • Background in high-growth SaaS companies ($500M+ ARR preferred) with experience scaling compensation operations • Expert-level proficiency with compensation management systems (Xactly, CaptivateIQ, Varicent, or similar platforms) • Advanced Excel/Google Sheets modeling skills including complex formulas, scenario analysis, and financial modeling • Exceptional quantitative and analytical capabilities with attention to detail and accuracy • Understanding of quota-setting methodologies and the relationship between territory assignment, quota, and compensation • Familiarity with ASC 606 revenue recognition and implications for commission earning and payment timing • Exceptional executive presence and communication skills with ability to influence C-level executives and board members • Strong change management capabilities to drive adoption of new compensation programs and handle resistance • Ability to explain complex compensation structures in simple, compelling terms to diverse audiences • Cross-functional collaboration skills with ability to build partnerships across Sales, Finance, People, Legal, and Operations

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support