Kaseya Careers

Manager, GTM Strategy & Operations

Miami, FL (On-site)

Salary Not AvailableManager7+ years expFull time

Posted 4 months ago

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Job Summary

Drive the end-to-end design and governance of sales compensation across GTM functions to align incentives with ARR growth and retention goals.

  • Own plan components and KPIs that directly impact reps’ productivity and conversion rates.
  • Must-have: 7+ years in compensation design with SaaS experience and advanced Excel & SQL.

Job Description

Responsibilities

  • Lead the design and implementation of sales compensation plans across GTM functions (NCA, AM, Specialists, Renewals).
  • Translate company goals (ARR growth, retention, expansion) into effective incentive structures.
  • Own plan components including quotas, accelerators, pay mix, and performance measures.
  • Ensure compensation plans drive desired seller behaviors and improve productivity (yield per rep, conversion rates, etc.).
  • Evaluate plan effectiveness and proactively recommend adjustments based on performance data.
  • Own tracking and reporting of compensation performance, including payouts vs. plan performance and ARR attainment.
  • Develop and monitor key compensation KPIs (attainment distribution, pay-for-performance alignment, cost of sales).
  • Lead advanced analytics to assess plan effectiveness and identify optimization opportunities.
  • Lead compensation workstream for Annual Operating Planning (AOP), including plan modeling, scenario analysis, and cost forecasting.
  • Partner with Finance to ensure alignment between compensation plans and financial targets.

Requirements

  • Bachelor’s degree in Finance, Business, Analytics, or related field (MBA preferred).
  • 7+ years of experience in compensation design, sales operations, or analytics.
  • Proven experience designing sales compensation plans in a high-growth or SaaS environment.
  • Experience supporting complex GTM organizations with multiple sales motions (e.g., NCA, AM, Channel, Overlays).
  • Advanced Excel skills (Power Query, Power Pivot, financial modeling).
  • Experience with SQL and large datasets.
  • Familiarity with compensation systems and CRM tools (e.g., Salesforce).
  • Experience with statistical or analytical tools (Python, R, etc.) is a plus.
  • Ability to translate complex data into actionable insights and recommendations.
  • Strong understanding of compensation principles, pay-for-performance, and incentive design.
  • High attention to detail with the ability to manage multiple priorities in a fast-paced environment.