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About the Role
Okta's Go-To-Market (GTM) Compensation Strategy and Incentive Design team is responsible for developing and implementing variable incentive compensation designs across all GTM functions. This role drives strategic compensation initiatives by developing data-driven recommendations, influencing leadership, and building consensus on complex compensation architecture decisions.
Responsibilities
- Design and optimize incentive compensation plans for Okta's Go-To-Market teams (Sales, Sales Engineering, Sales Development, Customer Success) that align with company objectives, market competitiveness, and sales force effectiveness metrics.
- Conduct comprehensive compensation analyses and modeling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast plan costs, simulate scenarios, and measure the ROI and effectiveness of compensation changes.
- Develop territory management and sales crediting frameworks that fairly allocate compensation, minimize disputes, and accurately reflect individual contributor performance across complex deal structures and account coverage models.
- Collaborate with Sales Operations, Finance, and HR to implement compensation plan changes, ensure accurate payouts, maintain system integrity, and drive adoption of new compensation strategies across the organization.
- Analyze sales performance data and compensation metrics to identify trends, inefficiencies, and opportunities for improvement; translate findings into actionable recommendations for plan refinements and strategic adjustments.
- Partner with Sales leadership and Finance to develop business cases and executive presentations that communicate compensation strategy recommendations, competitive benchmarking insights, and projected business impact of proposed changes.
Requirements
- 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies, with demonstrated expertise in organizational scaling.
- Deep expertise in sales compensation architecture, including territory management design, account coverage models, sales crediting methodologies, and compensation plan mechanics that drive business outcomes.
- Advanced Proficiency of systems and platforms (such as Salesforce, Anaplan, Xactly, & Workday) to understand how compensation data integrates with each.
- Track record of leading strategic cross-functional initiatives and virtual teams while maintaining executive visibility and stakeholder alignment at senior levels.
- Executive-level communication skills—both written and verbal—with the ability to translate complex compensation strategies into compelling narratives, build persuasive business cases, and anticipate senior leadership questions.
- Self-directed problem-solver who takes ownership of outcomes, identifies innovative solutions proactively, and consistently delivers high-quality, accurate work within tight timeframes.
- Agile mindset with comfort navigating ambiguity, embracing organizational change, and adapting quickly to evolving priorities and new information.
Skills
- Salesforce
- Anaplan
- Xactly
- Workday
- Data querying
- Comp plan governance
- Audit
- Compliance requirements
- SOX compliance
- Financial controls
Location
- California
- Colorado
- Illinois
- New York
- Washington
- San Francisco Bay area
Work Type
- Full-time
Experience Level
- 6+ years of progressive experience
Salary/Compensations
- $134,000—$185,000 USD (San Francisco Bay area)
- $120,000—$165,000 USD (California excluding San Francisco Bay Area, Colorado, Illinois, New York, and Washington)
Benefits
- Equity (where applicable)
- Bonus
- Health, dental and vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO and parental leave)
About the Company
- Secure Every Identity, from AI to Human. Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Okta Experience: Supporting Your Well-Being, Driving Social Impact, Developing Talent and Fostering Connection + Community. We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Equal Opportunity
- Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
- If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
- Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.