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Director, GTM Compensation



Boston, MA, USA
Posted on Wednesday, July 3, 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.

Klaviyo is seeking a Director, GTM Compensation to join our Treasury Team to lead the execution of all go-to-market (GTM) incentive compensation programs across Sales, Partnerships, and Customer Success; You will report into our VP, Treasury. This role will liaise closely with cross-functional teams, such as Sales Operations, Total Rewards, Finance, and GTM Leadership. The ideal candidate has a proven track record of strong people management, is analytical, and has the ability to develop and influence strategic direction.

This role provides strategic consultation and recommendations related to implementation and analysis of incentive compensation programs for all GTM employees, including cost modeling and trend analysis. The Director, GTM Compensation role is unique because it requires oversight and influence on the execution of the compensation referral structure crediting partners within the Klaviyo partner program (ie, agency and tech partners).

How You will Make a Difference:

  • Guide, mentor and coach the GTM Compensation team, and lead headcount planning, recruitment, interviewing, hiring, and training.
  • Oversee and influence roadmap for GTM Compensation initiatives and plan distribution.
  • Be a thought partner who collaborates with senior business leaders and cross-functional stakeholders to implement effective and scalable GTM incentives programs.
  • Perform analysis on effectiveness, competitiveness and fairness of existing programs and tools. Use those insights to consult, advise and educate senior stakeholders on GTM incentive program options and processes
  • Partner with GTM Ops to lead the GCCB (GTM Compensation Control Board) governance across a broad set of senior stakeholders in Legal, HR, Finance, and the business.
  • Lead the GTM incentives system design and data processes that focus on our ability to improve the self-service reporting of sales and success performance through concise compensation reporting capabilities and enhance dashboard visualizations.
  • Ensure leaders, managers and employees can access business-critical reports and insights in real-time and on a schedule, as needed.
  • Manage the administration of all incentive plans to ensure incentives are paid on time and adhere to design governance. Oversee calculations for monthly and quarterly commission and accruals, and resolves disputes.
  • Demonstrates knowledge surrounding Incentive Compensation Management (ICM) systems and willingness to roll up sleeves for User Acceptance Testing (UAT) of system changes.
  • Enable ongoing review, evaluation and modification of new and updated SPIF’s and contests.
  • Partner closely with GTM Ops Enablement team to ensure changes are communicated clearly and timely, education is appropriately delivered and knowledge is actively shared.

Who you are:

  • Deep knowledge in sales incentive compensation concepts and plan structures, sales data tracking systems, processes and methodologies. Able to define and measure performance metrics and guide best practices in sales incentive compensation plans.
  • Strong business acumen, analytical, and problem-solving skills, to make tough trade-off decisions.
  • Ability to learn new platforms quickly and independently develop process efficiencies to support end-to-end automation.
  • 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 where possible.
  • Enjoyment in evolving data visualization skills.
  • Excellent organizational skills and attention to detail.
  • Excellent time management skills with a proven ability to meet deadlines.
  • Experience working in Commissions Tools, ideally Xactly.

Education and Experience:

  • 12+ years of experience in Sales Compensation, Finance, Business Analysis, or knowledge transferable function.
  • 3+ years of experience managing/leading teams, preferably in Compensation.
  • 2+ years experience designing and/or configuring an ICM platform is strongly preferred (Captivate, Xactly, Varicent, etc.).
  • Bachelor’s degree or equivalent work experience is preferred 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:
$200,000$300,000 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.

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