Director, Sales Incentive Compensation
GitLab
Director, Sales Incentive Compensation
Job Description
About this Role
Lead the transformation of sales incentive compensation at GitLab, the pioneer in open-core AI-powered DevSecOps platforms.
Empower a high-performance CRO organization by designing fair, competitive, and motivating incentive programs that drive revenue growth.
Align compensation strategies with GitLab's mission to enable everyone to contribute to the software powering our world.
Collaborate with CRO staff, Finance, and Legal to own the full lifecycle of incentive design, analytics, and governance.
Break down barriers in go-to-market teams through clear, scalable plans for Sales, Customer Success, and beyond.
Harness AI as a productivity multiplier in your daily workflows, mirroring GitLab's innovative product principles.
Thrive in a values-driven culture where continuous knowledge exchange accelerates careers and fosters innovation.
Solve complex revenue challenges alongside industry leaders, redefining what's possible in software development.
Build transparent, equitable compensation frameworks that reinforce GitLab's commitment to human progress.
Co-create the future of high-impact sales incentives in a collaborative, all-remote environment of excellence.
Locations
- US (Remote)
Salary
Salary details available upon request
170,000 - 280,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Sales compensation design and modeling.intermediate
- Financial analysis and scenario planning.intermediate
- Xactly or equivalent incentive tools.intermediate
- CaptivateIQ or Varicent platforms.intermediate
- Google Workspace productivity suite.intermediate
- Data analytics and performance reporting.intermediate
- Quota and attainment distribution analysis.intermediate
- Regulatory compliance documentation.intermediate
- Stakeholder communication and training.intermediate
- AI integration for workflow efficiency.intermediate
Required Qualifications
- Experience designing sales incentive compensation programs for Sales, Customer Success, and Professional Services roles. (experience)
- Background advising CROs and senior revenue leaders on incentive design and policy trade-offs. (experience)
- Proven track record scaling global incentive programs through organizational growth and change. (experience)
- Strong analytical skills with financial modeling and performance data interpretation. (experience)
- Attention to detail in handling complex compensation data, quotas, and plan documentation. (experience)
- Clear communication skills to explain plan mechanics to diverse audiences. (experience)
- Alignment with values of integrity, confidentiality, transparency, and collaboration. (experience)
- Familiarity with sales compensation tools like Xactly, CaptivateIQ, or Varicent. (experience)
- Experience in multi-region environments with evolving revenue strategies. (experience)
- Ability to drive desired behaviors while ensuring equity, competitiveness, and cost discipline. (experience)
Preferred Qualifications
- Advanced expertise in quota-to-OTE frameworks and performance accelerators. (experience)
- Experience with channel/partnerships incentive structures. (experience)
- Background in revenue operations analytics and forecasting alignment. (experience)
- Knowledge of global regulatory compliance for compensation plans. (experience)
- Proficiency in scenario modeling and sensitivity analyses. (experience)
- Skills in change management for incentive program rollouts. (experience)
- Familiarity with AI-driven productivity tools in revenue workflows. (experience)
- Experience leading plan approval workflows and dispute resolution. (experience)
- Strong stakeholder management with Finance, Legal, and sales leaders. (experience)
- Track record of building trust through transparent communication strategies. (experience)
Responsibilities
- Own end-to-end incentive compensation strategy aligned with go-to-market priorities.
- Lead annual sales compensation design cycle with CRO staff and leaders.
- Design and maintain role-specific frameworks including quotas, accelerators, and spiffs.
- Develop governance processes for plan approvals, exceptions, and change management.
- Build analytics and reporting on incentive plan performance.
- Partner with teams to model scenarios and support forecasting and accruals.
- Collaborate with Legal and Compliance for global regulatory adherence.
- Lead communication, documentation, and training for incentive programs.
- Ensure consistent, fair administration across all regions.
- Continuously improve plans based on performance insights and business evolution.
Benefits
- general: Competitive base salary with incentive pay up to 100% of base.
- general: Comprehensive health, dental, and vision insurance coverage.
- general: Flexible Paid Time Off policy.
- general: Team Member Resource Groups for inclusion and belonging.
- general: Equity compensation and Employee Stock Purchase Plan.
- general: Growth and Development Fund for professional advancement.
- general: Generous parental leave benefits.
- general: Home office equipment and support.
- general: Mental health and well-being resources.
- general: Learning and development opportunities with industry leaders.
Tags & Categories
Director, Sales Incentive Compensation
GitLab
Director, Sales Incentive Compensation
Job Description
About this Role
Lead the transformation of sales incentive compensation at GitLab, the pioneer in open-core AI-powered DevSecOps platforms.
Empower a high-performance CRO organization by designing fair, competitive, and motivating incentive programs that drive revenue growth.
Align compensation strategies with GitLab's mission to enable everyone to contribute to the software powering our world.
Collaborate with CRO staff, Finance, and Legal to own the full lifecycle of incentive design, analytics, and governance.
Break down barriers in go-to-market teams through clear, scalable plans for Sales, Customer Success, and beyond.
Harness AI as a productivity multiplier in your daily workflows, mirroring GitLab's innovative product principles.
Thrive in a values-driven culture where continuous knowledge exchange accelerates careers and fosters innovation.
Solve complex revenue challenges alongside industry leaders, redefining what's possible in software development.
Build transparent, equitable compensation frameworks that reinforce GitLab's commitment to human progress.
Co-create the future of high-impact sales incentives in a collaborative, all-remote environment of excellence.
Locations
- US (Remote)
Salary
Salary details available upon request
170,000 - 280,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Sales compensation design and modeling.intermediate
- Financial analysis and scenario planning.intermediate
- Xactly or equivalent incentive tools.intermediate
- CaptivateIQ or Varicent platforms.intermediate
- Google Workspace productivity suite.intermediate
- Data analytics and performance reporting.intermediate
- Quota and attainment distribution analysis.intermediate
- Regulatory compliance documentation.intermediate
- Stakeholder communication and training.intermediate
- AI integration for workflow efficiency.intermediate
Required Qualifications
- Experience designing sales incentive compensation programs for Sales, Customer Success, and Professional Services roles. (experience)
- Background advising CROs and senior revenue leaders on incentive design and policy trade-offs. (experience)
- Proven track record scaling global incentive programs through organizational growth and change. (experience)
- Strong analytical skills with financial modeling and performance data interpretation. (experience)
- Attention to detail in handling complex compensation data, quotas, and plan documentation. (experience)
- Clear communication skills to explain plan mechanics to diverse audiences. (experience)
- Alignment with values of integrity, confidentiality, transparency, and collaboration. (experience)
- Familiarity with sales compensation tools like Xactly, CaptivateIQ, or Varicent. (experience)
- Experience in multi-region environments with evolving revenue strategies. (experience)
- Ability to drive desired behaviors while ensuring equity, competitiveness, and cost discipline. (experience)
Preferred Qualifications
- Advanced expertise in quota-to-OTE frameworks and performance accelerators. (experience)
- Experience with channel/partnerships incentive structures. (experience)
- Background in revenue operations analytics and forecasting alignment. (experience)
- Knowledge of global regulatory compliance for compensation plans. (experience)
- Proficiency in scenario modeling and sensitivity analyses. (experience)
- Skills in change management for incentive program rollouts. (experience)
- Familiarity with AI-driven productivity tools in revenue workflows. (experience)
- Experience leading plan approval workflows and dispute resolution. (experience)
- Strong stakeholder management with Finance, Legal, and sales leaders. (experience)
- Track record of building trust through transparent communication strategies. (experience)
Responsibilities
- Own end-to-end incentive compensation strategy aligned with go-to-market priorities.
- Lead annual sales compensation design cycle with CRO staff and leaders.
- Design and maintain role-specific frameworks including quotas, accelerators, and spiffs.
- Develop governance processes for plan approvals, exceptions, and change management.
- Build analytics and reporting on incentive plan performance.
- Partner with teams to model scenarios and support forecasting and accruals.
- Collaborate with Legal and Compliance for global regulatory adherence.
- Lead communication, documentation, and training for incentive programs.
- Ensure consistent, fair administration across all regions.
- Continuously improve plans based on performance insights and business evolution.
Benefits
- general: Competitive base salary with incentive pay up to 100% of base.
- general: Comprehensive health, dental, and vision insurance coverage.
- general: Flexible Paid Time Off policy.
- general: Team Member Resource Groups for inclusion and belonging.
- general: Equity compensation and Employee Stock Purchase Plan.
- general: Growth and Development Fund for professional advancement.
- general: Generous parental leave benefits.
- general: Home office equipment and support.
- general: Mental health and well-being resources.
- general: Learning and development opportunities with industry leaders.
Tags & Categories