GTM Strategy & Operations Lead, Incentives

We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam.

The GTM Operations & Strategy team is responsible for productivity and performance improvements across our Go To Market Organization (Sales, Customer Success, Marketing, Professional Services / Support, Sales Development, and Partnerships). Our team helps GTM leaders manage the day-to-day operations of their business while innovating Plaid’s GTM design and operating model for future scale.

As a leader of the Incentives Team, you will drive the design, execution, operating rhythm and continuous improvement for Plaid’s Variable Incentives Programs across all GTM roles.

Responsibilities:

• End to end ownership of variable compensation program design and execution
• Design variable compensation programs closely with stakeholders (Revenue Leaders & Strategic Finance) to ensure they: (1) Drive the highest priority target behaviors and sales activities that are valuable for Plaid (2) Align design with industry standards that can retain and attract the best talent in the industry (3) Are effective in driving optimal revenue outcomes (4) Are optimizing for business performance and cost efficiency
• Execute all variable compensation plans
• Set segment, team, and AE level quotas in partnership with Revenue Strategy team
• Process monthly, quarterly and annual commission plan payouts
• Build automation and visualization tools for improved efficiency and plan performance comprehension
• Drive monthly and quarterly performance reviews of our incentive comp programs, including analytics and reporting
• Design, execute and track strategic incentive specials and SPIFs in partnership with sales leadershipLead the team of variable compensation staff including internal and external resources
• Partner with Finance for accrual estimates, commissions forecasting and SOX compliance execution.

Qualifications:

• 10+ years of work experience in sales variable compensation or revenue operations / strategy (preferred in a B2B SaaS or Fintech environment)
• Exceptional analytical and quantitative skills, including proficiency in Google Sheets/Excel
• Familiarity with Salesforce (or another CRM); experience with variable compensation platforms like CaptivateIQ
• Strong project management, planning, and organization skills, including the ability to handle multiple projects simultaneously in a fast-paced environment
• Strong written and verbal communication skills; ability to influence stakeholders and cross-functional partners
• Ability to take initiative and navigate through ambiguity; ability to distill complex issues into structured frameworks and action plans
• Continuous improvement mindset; ability to seek out and implement internal or external best practices