Senior Incentive Compensation Manager, 6sense
$130.5-187.4k
+ Stock Options
Marketing engagement platform
Be an early applicant
Marketing engagement platform
1001+ employees
Be an early applicant
$130.5-187.4k
+ Stock Options
1001+ employees
Company mission
To empower clients to gain predictable and consistent revenue growth, harnessing the power of artificial intelligence, machine learning, and big data.
Role
Who you are
- This individual has a proven track record leading incentive compensation for SaaS GTM organizations and brings a sharp blend of operational rigor, financial acumen, policy governance, and cross-functional influence
- 5+ years of experience owning Sales or GTM compensation programs in a high-growth SaaS or software company
- Deep experience with compensation planning, financial modeling, variable design, and GTM incentive mechanics
- Strong understanding of the full GTM funnel and how compensation can influence behavior, productivity, alignment, and business outcomes
- Experience supporting multiple GTM roles—Sales, CS, BDR/SDR, SC, and PS—and navigating the nuance of plan structures for each
- Intermediate to advanced Excel/Sheets skills, with the ability to model, analyze, and interpret complex data sets
- Experience managing CaptivateIQ or similar incentive management tool
- Comfortable operating in ambiguity and building structure, process, and governance from the ground up
- Highly organized with exceptional project management skills and the ability to lead multiple initiatives across functions and time zones
- Experience implementing or administering compensation systems; familiarity with Salesforce and RevOps tool stacks
- Strong communication skills and the ability to influence executive stakeholders with clarity, data, and insight
- A mindset focused on accuracy, transparency, fairness, and operational excellence
What the job involves
- 6sense is seeking an analytical, strategic, and highly trusted compensation leader to build, own, and scale our GTM compensation strategy across all customer-facing teams
- As we continue to scale, we need someone who thrives in complexity, leads with clarity, and builds systems that drive performance, predictability, and fairness across Sales, SDR/BDR, Solution Consulting, Customer Success, and Professional Services
- You will own end-to-end GTM compensation—including plan design, modeling, governance, systems, reporting, and payouts—and serve as the connective tissue between GTM leadership, Finance, RevOps, and HR
- As the Head of GTM Compensation, you will build scalable frameworks, establish policy, and lead all aspects of variable compensation that impact pipeline generation, bookings, expansion, retention, and service delivery
- You will advise senior leadership, ensure structural alignment to corporate goals, manage the operational machinery of commissions, and deliver clear insights that help teams understand performance drivers and trends
- Own the end-to-end GTM compensation strategy for Sales, CS, BDR, SC, and PS—aligning plans to corporate goals, growth targets, and performance expectations
- Lead annual and mid-year compensation design cycles, including modeling, benchmarking, quota mechanics, accelerators, SPIFs, policy updates, and governance frameworks
- Develop, publish, and maintain clear, prescriptive compensation policies that drive consistency, fairness, and operational efficiency across all GTM teams
- Build scalable processes for compensation administration—including monthly payouts, approvals, modeling, reporting, and reconciliation
- Partner closely with Finance/FP&A on forecast accuracy, expense modeling, budgeting, and scenario planning; own the compensation forecast process
- Implement and administer the GTM compensation technology ecosystem, ensuring integration, accuracy, and scalability across systems (e.g., Salesforce, comp tools)
- Establish and run monthly and quarterly GTM compensation reviews with Sales, CS, RevOps, and Finance leaders—providing insights on plan performance, attainment trends, productivity, and ROI
- Serve as a trusted advisor for payees and leaders by managing inquiries, escalations, and field-facing communication around plans, policies, and calculations
- Drive continuous improvement of compensation workflows, reducing manual work and increasing accuracy, speed, and transparency
- Partner with RevOps, HR, and GTM leadership to develop compensation governance, role alignment, territory design impact, and performance metrics
- Lead key strategic initiatives across Revenue Operations, including quota deployment, role/segment changes, SPIF strategy, incentive experiments, and compensation-driven productivity programs
Our take
While sales and marketing teams need access to customer data to stay competitive, this information is often scattered around multiple difficult-to-access systems both inside and outside the company. 6sense exists to solve this problem, using AI to bring together disparate data sources such as internal CRMs and social media signals to give sales teams all the information they need in one place.
While other companies have attempted to tackle this problem, 6sense stands out with its ability to provide a complete picture of a company and the leads to pursue within it. This allows teams to accurately prioritise accounts that are most likely to buy, greatly increasing conversion rates and sales figures. This has led to it being taken up by major enterprises including Dell Technologies, Shell and Cisco, to name a few.
6sense has raised a large amount of capital over multiple funding rounds and now has a $5.2 billion valuation. The company remains focused on research and development to maintain its market lead and is working to improve its AI's predictive, insight, and orchestration capabilities. At the end of 2023, it launched a LinkedIn integration that allowed 6Sense customers to launch targeted LinkedIn marketing campaigns through its AI platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2022
$200m
SERIES E
Mar 2021
$125m
SERIES D
Total funding: $428.2m
Company benefits
- Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness Challenges
- Udemy Online Learning Courses, WFH Stipend, Revenue Certifications
- Giving Fridays Rotating Charity Support, GoodSense Social Impact Programs
- Flexible Time Off, WeWork Access
Company HQ
The East Cut, San Francisco, CA
Leadership
Viral Bajaria
(CTO)They started their career as a Software Engineer at Hexaware Technologies, before spending 2 years as a University of Southern Carolina Graduate Research Assistant. They then worked in Software Development for Hulu for 5 years, before leaving in 2013 to co-found 6sense.
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