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-perform…