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Senior Manager, GTM Compensation & Incentive Design



Boston, MA, USA
Posted on Thursday, June 13, 2024

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 to see how we empower creators to own their own destiny.

This role is an experienced Senior Manager, Incentive Design who will be a thought partner to the Director of Incentive Design & Strategy, GTM Ops leadership, and cross-functional stakeholders to design and implement effective and scalable compensation programs.

This role provides strategic recommendations and implementation of incentive compensation programs for client facing employees, including data-driven research, cost modeling and trend analysis. You will work closely with go-to-market Leadership, Sales Operations, Finance, HR and Legal. This role manages the administration and improvements of incentive compensation Plan, Policies, Processes and programs.

As a key part of our broader GTM Strategy & Ops team, this individual will work across the GTM Ops team to power Klaviyo’s growth through analytics and insights that enable scalable compensation practices. They will be proactively engaging with GTM Sales Leaders to provide enablement and training on their Incentive plan design, and an elevated engagement experience

How You'll Make a Difference:

  • Design and implementation of compensation programs that align with the company’s strategic goals, values and support a high-performance culture through strategic partnership with our leadership team.
  • Build and maintain strong collaborative relationships with key business partners within People Operations, Finance, and Sales. Provide enablement and training for Sellers and leaders on Plan design and Policy administration.
  • Manage the administration of all incentive plans and policies to ensure incentives are paid on time and adhere to design governance. Partner with the GTM-Compensation team who oversees calculations for monthly and quarterly commission and accruals, and resolves disputes.
  • Serves as an SME demonstrating knowledge surrounding Incentive Compensation Management (ICM) systems configuration of changes in Xactly, during our Fiscal planning cycle. Participates in commissions related User Acceptance Testing (UAT).
  • Independently develop process efficiencies to support end to end automation.
  • Develop cost modeling and scenario analysis by synthesizing information from multiple sources and assist in interpreting findings to help leadership make informed decisions.
  • Provide the business with data and analytic insights on sales effectiveness and continually enhance dashboard visualizations.
  • Enable ongoing review, evaluation of new incentive programs and SPIF’s, or bonus payouts.
  • Work with the Legal & Internal Audit teams to ensure incentive plans & policies are in compliance. Ensure compliance with SOX and other related policies and significantly raise the bar in terms of data, business process, and access security.
  • Help build compensation foundations and team culture as we continue our global expansion and provide regional support and infrastructure across AMER, EMEA and APJ.

Who You Are:

  • Strong data visualization & communication skills and ability to effectively influence VP level stakeholders.
  • Strong analytical and problem-solving skills, and attention to detail.
  • Able to react to change showing flexibility even in ambiguous situations.
  • Ability to work with minimal oversight, using discretion, experience and data to make strategic recommendations to the business.
  • Works in a proactive and collaborative manner to drive efficiency - eliminating manual processes and friction where possible. Communicate and resolve issues before they arise.
  • Introduce process efficiencies and innovative improvements, and recommendations for automation.
  • Excellent time management skills with a proven ability to meet deadlines.
  • Proficient with Google Suite and related collaboration software (Zoom, Slack).
  • Knowledge of Tableau or other Data visualization and reporting applications.
  • Experience working in Commissions Tools such as CaptiveIQ or related commission software. Salesforce, Gsuite, Excel. Familiarity with SQL is a bonus.

Education and Experience:

  • 5+ years of experience in Sales Compensation Strategy & Incentive Design implementation within a Sales Operations, Finance, or similar job function. Software/SaaS Industry work experience or industry knowledge preferred.
  • 2+ years user admin experience with an ICM platform is strongly preferred (Xactly, Varicent, CaptivateIQ, etc.).
  • Bachelor’s degree or equivalent (Business, Accounting, Finance, Math or a related field) is required for this role.

The pay range for this role is listed below. Sales roles are also eligible for variable compensation and hourly non-exempt roles are eligible for overtime in accordance with applicable law. This role is eligible for benefits, including: medical, dental and vision coverage, health savings accounts, flexible spending accounts, 401(k), flexible paid time off and company-paid holidays and a culture of learning that includes a learning allowance and access to a professional coaching service for all employees.

Base Pay Range For US Locations:
$160,000$240,000 USD

Get to Know Klaviyo

We’re Klaviyo (pronounced clay-vee-oh). We empower creators to own their destiny by making first-party data accessible and actionable like never before. We see limitless potential for the technology we’re developing to nurture personalized experiences in ecommerce and beyond. To reach our goals, we need our own crew of remarkable creators—ambitious and collaborative teammates who stay focused on our north star: delighting our customers. If you’re ready to do the best work of your career, where you’ll be welcomed as your whole self from day one and supported with generous benefits, we hope you’ll join us.

Klaviyo is committed to a policy of equal opportunity and non-discrimination. We do not discriminate on the basis of race, ethnicity, citizenship, national origin, color, religion or religious creed, age, sex (including pregnancy), gender identity, sexual orientation, physical or mental disability, veteran or active military status, marital status, criminal record, genetics, retaliation, sexual harassment or any other characteristic protected by applicable law.

IMPORTANT NOTICE: Our company takes the security and privacy of job applicants very seriously. We will never ask for payment, bank details, or personal financial information as part of the application process. All our legitimate job postings can be found on our official career site. Please be cautious of job offers that come from non-company email addresses (, instant messaging platforms, or unsolicited calls.

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