Incentive Compensation Manager

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

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.

📋 Description

• 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 • Design compensation mechanics that bridge traditional SaaS (ARR/subscription) and consumption-based (usage/metered) revenue motions, including hybrid quota structures, draw mechanics, and milestone-based incentives where revenue recognition is non-linear • Leverage AI-powered tools and automation to develop self-service rep inquiry agents, streamline commission calculations, and enhance plan modeling capabilities • 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 • Design incentive mechanisms that drive strategic behaviors including new logo acquisition, expansion, consumption revenue 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) • Develop compensation analytics frameworks to track plan effectiveness, cost efficiency, and business impact • Track key compensation metrics including average earnings, payout ratios, cost-per-dollar-sold, plan leverage, and quota attainment distribution • Model the impact of compensation changes on representative behavior, company costs, revenue outcomes, and team morale • Conduct ongoing plan performance reviews comparing actual results against design intent; recommend mid-year adjustments when warranted • Leverage AI to provide visibility into compensation spend, attainment trends, and plan performance against objectives • Perform ROI analysis on compensation investments including SPIFs, accelerators, and special programs • Partner with Sales Analytics to integrate compensation data with broader revenue performance analytics • Serve as trusted advisor to Stakeholders & Sales Leadership on all compensation-related matters including plan design, policy decisions, and individual situations • Present compensation recommendations to Sales leadership, Finance leadership, and Incentive Compensation Committee • Lead annual compensation communication campaigns including plan rollouts, training sessions, manager enablement, and field team Q&A • Manage compensation inquiries from field teams, providing clear explanations of plan mechanics, policies, and individual situations • Partner with Sales Enablement to incorporate compensation understanding into onboarding programs and ongoing training • Collaborate with Finance/FP&A on compensation expense planning, budget management, and actual-vs-plan reporting • Work with Legal and Compliance teams to ensure plan structures meet regulatory requirements across global markets • Engage with Total Rewards/People teams on holistic compensation philosophy, market data, and employee experience.

🎯 Requirements

• 5 years of progressive compensation experience with at least 3-5 years focused specifically on sales compensation design and incentive strategy & operations • Deep expertise in B2B SaaS & Consumption sales compensation including experience with multiple sales roles (AEs, SEs, CSMs, Channel, etc.) and complex go-to-market motions • Background in high-growth SaaS companies ($500M+ ARR preferred) with experience scaling compensation operations • Direct experience designing and administering compensation plans in a hybrid SaaS and consumption business model — including handling variable payout timing, usage-based quotas, and ramp structures unique to consumption GTM • Understanding of consumption growth dynamics (land-and-expand, usage ramps) and how they differ from traditional SaaS renewal/expansion motions and how to incentivize both • Hands-on experience using AI or machine learning tools in a sales compensation or revenue operations context • Proven track record designing and implementing compensation plans that drove measurable improvements in sales productivity, behavior change, and business outcomes • Experience implementing global compensation programs across multiple geographies with varying regulations and market practices • Expert-level proficiency with compensation management systems (Xactly, CaptivateIQ, Varicent, or similar platforms), and CRM applications (i.e. Salesforce) • Proficiency in data/BI tools (i.e. SQL, Tableau, or Looker for compensation reporting and ad hoc analysis) • 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.

🏖️ 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