Sr. Manager of GTM Incentive Compensation
At Klaviyo, we value the unique backgrounds, experiences and perspectives each Klaviyo (we call ourselves Klaviyos) brings to our workplace each and every day. We believe everyone deserves a fair shot at success and appreciate the experiences each person brings beyond the traditional job requirements. If you’re a close but not exact match with the description, we hope you’ll still consider applying. Want to learn more about life at Klaviyo? Visit klaviyo.com/careers to see how we empower creators to own their own destiny.
About the Team
The GTM Incentive Compensation team sits at the intersection of Revenue Operations, Finance, Strategy, and Systems. The team owns the design, governance, administration, and operational integrity of incentive compensation programs across Klaviyo’s go-to-market organization.
This team partners closely with Sales, Customer Experience, Partnerships, Finance, HR, and Business Systems to ensure compensation programs drive the right business outcomes while maintaining operational accuracy, scalability, and trust.
About the Role
We are seeking a strategic and operationally excellent Senior Manager, GTM Incentive Compensation to lead the team responsible for designing and managing incentive compensation programs across all GTM functions. This role will oversee both people and processes, ensuring incentive plans are aligned to company objectives, operationally scalable, financially sound, and accurately executed.
The ideal candidate combines deep expertise in compensation strategy and sales operations with strong analytical rigor, systems thinking, and people leadership. You will lead a high-impact team responsible for compensation design, commission operations, crediting logic, transaction integrity, and cost modeling for a global GTM organization.
This role requires strong cross-functional partnership and executive communication skills, as well as the ability to balance strategic planning with operational execution in a fast-growing environment
How You’ll Make a Difference
Incentive Compensation Strategy & Design
- Lead the design, governance, and ongoing optimization of incentive compensation plans across:
- Business Development Representatives (BDRs)
- Sales Executives
- Sales Management & Leadership
- Solution Engineers
- Partnerships
- Customer Experience teams
- Translate company growth objectives into scalable compensation strategies that drive desired behaviors and outcomes
- Partner with GTM leadership, Finance, and People Operations during annual and mid-year compensation planning cycles
- Ensure plans are competitive, equitable, measurable, and aligned to business priorities
Commission Operations & Data Integrity
- Own compensation governance and operational integrity across commission processes
- Ensure accurate crediting logic, transaction attribution, and data integrity for all commissionable events
- Partner with Business Systems and Analytics teams to improve automation, scalability, and reporting capabilities
- Establish and maintain strong controls, audit processes, and documentation standards
Financial Modeling & Analysis
- Lead cost modeling and financial analysis of incentive compensation programs
- Analyze plan effectiveness, attainment distributions, payout trends, and cost of sales
- Provide scenario modeling and recommendations for plan changes and organizational investments
- Support forecasting, budgeting, and accrual processes in partnership with Finance
Team Leadership & Cross-Functional Partnership
- Manage and develop a high-performing Incentive Compensation team
- Build scalable processes, operating cadences, and career development frameworks
- Serve as a trusted advisor to GTM leadership on compensation strategy and operational impact
- Drive alignment across Revenue Operations, Finance, HR, Legal, and Systems teams
What We’re Looking For
- 8+ years of experience in incentive compensation, sales operations, revenue operations, finance, or related fields
- 3+ years of people management experience leading high-performing operational or analytical teams
- Deep expertise designing incentive compensation plans for complex GTM organizations
- Strong understanding of commission operations, crediting logic, and compensation governance
- Experience with financial modeling, cost analysis, and scenario planning
- Exceptional analytical and problem-solving skills with strong attention to detail
- Strong executive communication and stakeholder management skills
- Experience working in high-growth SaaS or technology environments preferred
- Familiarity with compensation and sales systems such as Xactly, CaptivateIQ, Salesforce, Pigment, Anaplan, or similar platforms preferred
You May Be a Good Fit If You
- Thrive in highly cross-functional environments
- Enjoy balancing strategic thinking with operational execution
- Have a systems-oriented mindset and naturally identify process improvements
- Can simplify complex compensation concepts for a wide range of audiences
- Lead with curiosity, accountability, and collaboration
- Are energized by building scalable processes in a fast-growing company
#LI-CR-1 #LI-Hybrid
Massachusetts Applicants:
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Our salary range reflects the cost of labor across various U.S. geographic markets. The range displayed below reflects the minimum and maximum target salaries for the position across all our US locations. The base salary offered for this position is determined by several factors, including the applicant’s job-related skills, relevant experience, education or training, and work location.
In addition to base salary, our total compensation package may include participation in the company’s annual cash bonus plan, variable compensation (OTE) for sales and customer success roles, equity, sign-on payments, and a comprehensive range of health, welfare, and wellbeing benefits based on eligibility.
Your recruiter can provide more details about the specific salary/OTE range for your preferred location during the hiring process.
This role may require up to 10% travel for purposes such as new hire onboarding, client or partner work if applicable, team meetings, and industry events. Travel is coordinated in advance.
Get to Know Klaviyo
We’re Klaviyo (pronounced clay-vee-oh). We empower creators to own their destiny by making first-party data accessible and actionable like never before. We see limitless potential for the technology we’re developing to nurture personalized experiences in ecommerce and beyond. To reach our goals, we need our own crew of remarkable creators—ambitious and collaborative teammates who stay focused on our north star: delighting our customers. If you’re ready to do the best work of your career, where you’ll be welcomed as your whole self from day one and supported with generous benefits, we hope you’ll join us.
AI fluency at Klaviyo includes responsible use of AI (including privacy, security, bias awareness, and human-in-the-loop). We provide accommodations as needed.
By participating in Klaviyo’s interview process, you acknowledge that you have read, understood, and will adhere to our Guidelines for using AI in the Klaviyo interview Process. For more information about how we process your personal data, see our Job Applicant Privacy Notice.
Klaviyo is committed to a policy of equal opportunity and non-discrimination. We do not discriminate on the basis of race, ethnicity, citizenship, national origin, color, religion or religious creed, age, sex (including pregnancy), gender identity, sexual orientation, physical or mental disability, veteran or active military status, marital status, criminal record, genetics, retaliation, sexual harassment or any other characteristic protected by applicable law.