GTM Compensation Manager

About the Role & Team

IDC is seeking a dynamic and experienced GTM Compensation Manager to be an integral part of our team and be responsible for continuously improving our existing Sales Incentive and Compensation strategy & process. This role will work to align Sales team incentives with company strategy, ensure efficiency and clarity in sales compensation processes, and support the Sales team through issue resolution.  
 
This role is pivotal in shaping the future of our sales team's success and directly influencing our company's growth trajectory. As a GTM Strategy Compensation Manager, you will have the unique opportunity to design and implement innovative compensation strategies that motivate and reward our sales force, driving exceptional performance and results. Your work will be at the intersection of data analytics, strategic planning, and cross-functional collaboration, allowing you to make a tangible impact on our business outcomes. 

What You’ll Do

• Develop and execute comprehensive compensation plans that align with sales objectives and growth targets, collaborating with leadership to ensure strategies support overall business goals.
• Collaborate with Finance and other stakeholders on the administration of sales compensation plans, ensuring timely and accurate payouts, and establishing clear guidelines and policies for consistency and fairness. 
• Utilize data-driven insights to refine compensation models, track and analyze metrics, and provide regular reports and insights to senior management on trends and outcomes. 
• Communicate compensation plans and changes effectively to the sales team and stakeholders, serving as the primary point of contact for inquiries and providing guidance and support. 
• Work with sales leadership to forecast, model, and plan for revenue and sales targets, ensuring compensation structures support sales goals 
• Work closely with HR, Finance, Sales Operations, IT, and data teams to ensure alignment, integration, and leverage of compensation management and reporting technology. 

What You Bring

• Minimum of 4-6 years in a GTM Operations role: Sales Compensation, Financial Analysis, Sales Strategy and Territory Design 
• BS degree in business or finance is preferred 
• Proven experience in Sales Compensation design, execution, and process improvement 
• Knowledge of sales compensation plan structures, including quotas, accelerators, pay mix, leverage, and other components 
• Experience working with and implementing compensation tools like Xactly, Salesforce SPIFF, or other similar tools 
• Demonstrable skills in project management 
• Strong analytical skills and data-driven decision-making ability 
• Strong Excel skills, SQL knowledge is a plus 
• Strong understanding of Salesforce data structures and other GTM systems 
• Experience working alongside Sales, Finance, and Legal teams 
• Excellent communication and interpersonal skills, allowing you to build strong relationships and liaise effectively with key stakeholders 
• The ability to operate independently and as part of a team contributes to the organization's success and growth 
• Ability to work on multiple projects concurrently, showcasing your strong organizational and time management skills 
• An impressive attention to detail, ensuring that all tasks are performed accurately and efficiently

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid parental leave
  
  

Compensation Transparency
At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $175,000 - $190,000, inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.