The GTM Operations & Strategy team is responsible for productivity and performance improvements across our Go To Market Organization (Sales, Customer Success, Marketing, Professional Services / Support, Partnerships). Our team helps GTM leaders manage the day-to-day operations of their business while innovating Plaid’s GTM design and operating model for future scale.
The team operates with key three pillars:
Revenue Strategy – business partnership with key sales and marketing leaders, focused on their top priorities and challenges
Incentives – design and execution of our variable compensation programs across AEs, AMs, NBs and numerous other quota carrying roles
Foundations – management & continuous improvement of our GTM systems, processes and data
As a leader of the Incentives Team, you will drive the design, execution, operating rhythm and continuous improvement for Plaid’s Variable Incentives Programs across all GTM roles.


  • End to end ownership of variable compensation program design and execution
  • Design variable compensation programs closely with stakeholders (GTM Leads) to ensure they drive the highest priority target behaviors, sales activities that are valuable to Plaid, and are as simple as possible.
  • Execute all variable compensation plans
  • Set segment, team, and IC level quotas in partnership with broader Revenue Operations team.
  • Process monthly, quarterly and annual commission plan payouts
  • Build automation and visualization tools for improved efficiency
  • Drive monthly and quarterly performance reviews of our varcomp programs, including analytics and reporting for key performance indicators
  • Design, execute, and track strategic programs & SPIFs in partnership with Revenue Leadership
  • Lead the team of internal & external incentive comp professionals


  • 10+ years of work experience in sales variable compensation or revenue operations / strategy – ideally in a B2B SaaS or Fintech environment
  • Exceptional analytical and quantitative skills, including proficiency in Google Sheets/Excel
  • Familiarity with Salesforce (or another CRM); experience with variable compensation platforms like CaptivateIQ
  • Strong project management, planning, and organization skills, including the ability to handle multiple projects simultaneously in a fast-paced environment
  • Strong written and verbal communication skills; ability to influence stakeholders and cross-functional partners
  • Ability to take initiative and navigate through ambiguity; ability to distill complex issues into structured frameworks and action plans
  • Continuous improvement mindset; ability to seek out and implement internal or external best practices

$155,520.00 – $265,680.00 per year

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