Director, Go-To-Market Compensation Strategy & Incentive Design (Remote Eligible)

Okta’s Go-To-Market (GTM) Compensation Strategy and Incentive Design team plays a critical role in the development and implementation of variable incentive compensation designs across all GTM functions. The team is responsible for driving the compensation plan design, implementation, and assessment of variable pay participants across Okta while delivering compensation plans that ensure alignment with the overall goals and objectives of the GTM organization. 

Success in this role requires the individual to design incentive compensation plans that are clear, measurable, cost-efficient, and effective. They will be expected to work closely with GTM executives and leaders to clearly communicate compensation design and strategy with a huge emphasis on driving effective change management. Responsibilities of this role will range from strategic (developing recommendations based on business objectives, influencing and building consensus among leaders) to operational and analytical (working across teams to ensure metrics can be tracked, measuring effectiveness of compensation plans, using a data driven approach to drive improvements). The ideal candidate should be familiar with how software companies align incentives with the responsibilities of different Go-To-Market functions (e.g., Sales Reps, Sales Engineering, Sales Development, Renewals, PS Engagement Managers, etc). This role will be expected to collaborate across PeopleOps, recruiting, finance, and legal to review and implement approved compensation plans.

Job Duties & Responsibilities:

  • Develop, implement, and administer new and existing go-to-market variable plans while ensuring alignment across the GTM organization. 
  • Partner with Business Leaders to ensure alignment of comp plan design to business initiatives, operational feasibility, and clear metrics that are measurable and material.
  • Work with Finance to predict the cost of incentive compensation programs and plan overall design strategy. 
  • Define and execute the proper analytics to determine plan effectiveness.
  • Manage the quarterly Management by Objectives (MBO) payout process ensuring scores and calculations are captured and paid out in compliance with policies and plans.
  • Focus on improving standardization, automation, and scalability initiatives to generate a high-level of accuracy and efficiency within our go-to-market compensation programs.
  • Continually evaluate our GTM Compensation business processes with an eye toward scalability, streamlining, automation, efficiency gains, data accuracy, and business process controls. 
  • Collaborate with GTM leadership to rollout and communicate  incentive compensation plans. 
  • Address inquiries related to incentive compensation.
  • Review, revise, and enforce GTM compensation terms, conditions, and policies.
  • Manage the design, administrate, and ROI analysis of any temporary incentives (e.g. “SPIFFs”) to support short term strategic priorities
  • Partnership with Sales Operations, Finance and Commission Finance Teams ensuring effective collaboration, communication, and development of solutions

Required Skills & Qualifications:

  • 8+ years of experience in go-to-market compensation design and execution for public organizations within the SaaS, Computer Software of Technology industry. 
  • Working knowledge of Salesforce, Xactly (or other commission software) and Workday. 
  • Strong leadership and staff development and engagement skills with the ability to build partnerships across various functions.
  • Excellent written and verbal communication skills at multiple levels. You can build an exec ready storyboard/presentation and anticipate what questions will be asked.
  • Self starter that seeks solutions without being told. Delivers high quality, accurate work on time.
  • Adaptable, open to change, and able to work in ambiguous situations and respond to new information or unexpected circumstances.
  • Proven track record building and managing a team. 

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta 

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