GTM Compensation Manager

Everlaw is seeking a detail-oriented and strategic GTM Compensation Manager to develop, implement, and manage compensation programs for our rapidly expanding GTM teams. This role is critical for attracting, retaining, and motivating top talent, ensuring our compensation strategies align with business objectives and drive performance across all GTM functions. You will serve as the subject matter expert on GTM compensation, partnering closely with Sales, Sales Operations, Finance leadership (including Financial Planning & Analysis, Finance Operations, and Accounting), People Operations, and Legal teams. Your work will ensure accuracy, transparency, and timeliness in all compensation-related processes, directly contributing to the efficiency and effectiveness of our GTM engine.

The GTM Strategy & Operations team at Everlaw plays a crucial role in the company's strategic and operational success. As we continue to scale our Go-To-Market (GTM) organization, which includes Sales, Customer Experience, and Enablement, the effective design and administration of compensation plans are paramount. This is where the GTM Compensation Manager comes in.

This is a full-time, exempt position based in our Oakland, CA office with a hybrid work schedule: in office M/W/Th with the option to work from home on Tu/Fr. 

Getting started

• We want you to feel like part of the team early on! Our onboarding process will integrate you into the company with informative sessions on our product, policies, processes, and team structure and goals. 
• We’re excited for you to learn, grow, and contribute right away! We trust that you’ll bring experience and knowledge that will uplift and uplevel the team, but we don’t expect you to know everything on Day 1.

In your role, you'll...

• Design and Administer Compensation Plans: Develop, implement, and manage comprehensive compensation plans for all GTM teams, including Sales, Sales Leadership, Business Development, Customer Success, Renewals, and Solutions Engineering. This includes base salary structures, variable pay, commission plans, and special incentives (e.g., SPIFFs).
• Compensation Analysis and Modeling: Analyze and model proposed sales compensation plan designs, quotas, and program changes. Provide ongoing analysis to ensure equitable territory assignments and plan effectiveness. Perform detailed analyses on commission structures to ensure accuracy, identify discrepancies, and recommend adjustments.
• Process and Systems Management: Own the end-to-end process for administering compensation plans, including the utilization and optimization of compensation tools and systems. Document all processes and procedures related to GTM compensation, continually seeking opportunities for automation, scalability, and improved governance.
• Calculation and Reporting: Accurately calculate, validate, and process monthly, quarterly, and annual GTM team commissions and bonuses based on performance and established plans. Generate and distribute regular commission reports and dashboards to GTM leadership and other stakeholders, highlighting performance against targets and earnings.
• Cross-Functional Collaboration: Partner closely with Revenue Operations to ensure seamless data flow and alignment on crediting rules. Collaborate with Finance for commission expense forecasting, accruals, and payment processing. Work with People Operations on overall compensation strategy, pay equity, and new hire onboarding related to compensation.
• Policy and Compliance: Prepare, maintain, and distribute plan documents for all incentive compensation plans. Review, revise, and enforce GTM compensation terms, conditions, and policies, ensuring compliance with company policies and legal requirements.
• Communication and Support: Serve as the primary point of contact for GTM team members regarding compensation inquiries, plan clarifications, and discrepancy resolution. Develop and deliver training materials to educate GTM teams on compensation plans and policies.
• Strategic Initiatives: Support strategic projects related to GTM compensation, such as market benchmarking, plan effectiveness reviews, and the introduction of new incentive programs to support short-term and long-term business priorities.

About you

• You possess a Bachelor's degree in Business, Finance, Accounting, Human Resources, or a related field.
• You have 8-10+ years of progressive experience in sales compensation, GTM compensation, or a similar role, preferably within a fast-paced SaaS or technology company. This experience should include designing, implementing, and administering complex variable compensation plans for diverse GTM roles.
• You have deep subject matter expertise in GTM compensation principles, including plan design, commission calculations, quota setting, territory management, and sales crediting.
• You are highly proficient with incentive compensation management (ICM) software, with specific, required experience in CaptivateIQ. Experience with other ICM tools (e.g., Xactly, CallidusCloud, Anaplan, Everstage) and CRM systems (e.g., Salesforce) is also valuable.
• You have strong analytical and data modeling skills, with advanced proficiency in Excel (e.g., pivot tables, complex formulas, VLOOKUP) and experience with data analysis and reporting. SQL proficiency is a significant advantage.
• You are an effective communicator, both written and verbal, with the ability to explain complex compensation concepts clearly and concisely to various audiences, including sales leadership and individual contributors.
• You are a natural problem-solver with exceptional attention to detail and a commitment to accuracy in a deadline-driven environment.
• You have a proven ability to collaborate cross-functionally and influence stakeholders at multiple levels of the organization.
• You are a self-starter who can manage multiple priorities, adapt to change, and work effectively in ambiguous situations.
• You are authorized to work in the United States. Please note that at this time, Everlaw is not sponsoring U.S. employment visas for this role.

Pluses

• You have experience with advanced analytics or business intelligence tools (e.g., Looker, Tableau).
• You have experience in a high-growth, pre-IPO, or recently public company environment.
• You are comfortable using Google Workspace applications (Gmail, Google Calendar, Google Docs, Google Sheets).
• You have experience with international compensation plans.

Benefits

• The expected salary range for this role is between $156,000 and $183,000. The final offered salary will be dependent upon many factors including the candidate’s experience and skills. The base pay range is subject to change in the future.
• Equity program
• 401(k) retirement plan with company matching
• Health, dental, and vision
• Flexible Spending Accounts for health and dependent care expenses
• Paid parental leave and approximately 10 days (80 hours) per year of sick leave
• Seventeen paid vacation days plus 11 federal holidays
• Membership to Modern Health to help employees prioritize mental health and wellness
• Annual allocation for Learning & Development opportunities and applicable professional membership dues
• Company-sponsored life and disability insurance
• Find out more about our Benefits and Perks

Perks

• Work in Uptown Oakland, just steps from the BART line and dozens of restaurants and walking distance to Lake Merritt
• Flexible work-from-home days on Tuesdays and Fridays
• Monthly home internet reimbursement
• Select your preference of hardware (Mac or PC) and customize your desk setup
• Enjoy a wide variety of snacks and beverages in the office
• Bond over company-wide out-of-the-box events and fun activities with your team
• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice
• Take advantage of learning and career development opportunities 
• Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies
• One of Wealthfront’s 2021 Career Launching Companies, and ranked #2 on the “2022 Bay Area Best Places to Work” list by the San Francisco Business Times and the Silicon Valley Business Journal
• One of Fast Company’s World's Most Innovative Companies for 2022 and proud contributor of free ediscovery resources to benefit the greater good through “Everlaw for Good”
• #LI-BL1
• #LI-Hybrid