Director of GTM Planning & Compensation, Clio
$207.4-311k
OTE
Plus variable compensation at 100% attainment
Legal practice management software
Be an early applicant
Legal practice management software
1001+ employees
Be an early applicant
$207.4-311k
OTE
Plus variable compensation at 100% attainment
1001+ employees
Company mission
To transform the legal experience for all.
Role
Who you are
- 8+ years of experience in SaaS or technology, with direct ownership of capacity planning, territory, quota, and compensation design
- Demonstrated ability to operate as a strategic advisor to senior GTM and Finance leaders
- Excellent executive-level communication skills, both written and verbal
- Experience leading and developing teams, with a focus on coaching and accountability
- High integrity, sound judgment, and comfort handling sensitive information
- Ability to thrive in ambiguity, make high-quality decisions with incomplete data, and drive outcomes in a fast-paced environment
- Action oriented, ownership driven mindset with a strong bias toward impact and results
- Proven ability to develop presentations with strong visual storytelling
- Advanced Excel skills
- Experience in translating measurements into recommendations, and connecting multiple data sources and building dashboards in data visualization tools (CRMA, Looker, Tableau, Google Sheets)
- Knowledge of statistical modeling techniques
- Fluency in Salesforce data and at least one planning or ICM platform
What the job involves
- Revenue Operations is a strategic growth engine at Clio, accountable for optimizing how we acquire, expand, and retain revenue globally
- We partner with Sales, Channel, Marketing, Customer Success, Finance, Legal, and Customer Support to design scalable GTM systems, align incentives to company strategy, and enable predictable, durable growth
- The Revenue Operations team provides executive level insights, drives cross-functional decision making, and continuously improves GTM effectiveness through data, systems, and process excellence across North America, EMEA, and APAC
- We are seeking a Director of GTM Planning and Compensation to own and evolve Clio’s global GTM planning, territory design, and incentive compensation functions as a core lever of growth, performance, and behavior change
- This role is available to candidates in Vancouver, Calgary, or Toronto, or remotely across Canada (excluding Québec) and the US
- This role is responsible for translating company and GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across Sales, Channel, and Customer Success
- You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline
- You will lead capacity planning, territory design and maintenance, and incentive compensation planning, governance, and administration globally, oversee compensation systems and analytics, and build a high-performing sales planning function that scales with Clio’s rapid expansion
- Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth
- GTM Planning, Capacity & Quotas
- Leading GTM capacity planning and quota-setting, translating growth targets into coverage, headcount, and productivity plans across Sales and CS
- Developing and evolving quota-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations
- Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, coverage, quotas, productivity, compensation, and revenue before decisions are made
- Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments
- Owning quota exceptions, relief policies, and disputes, balancing consistency with practical business judgment
- Territory Design & Maintenance
- Leading territory design and account segmentation, aligning selling resources with company strategy
- Translating revenue targets into coverage models and account assignments, and identifying where the organization is over- or under-covered and what needs to change
- Owning ongoing territory maintenance, including account assignments and in-year territory changes
- Compensation Strategy & Plan Design
- Owning and evolving Clio's global GTM compensation and rewards strategy spanning SMB and Enterprise segments, partnering with Sales, Channel, and CS leadership to ensure alignment with company objectives, GTM motions, and growth stages
- Leading the design, modeling, and optimization of Sales and CS compensation plans, pay mix, quotas, accelerators, SPIFFs, and performance levers that drive desired behaviors, improve productivity, and support multi-year growth
- Partnering with Finance and Sales/CS Ops to model plan effectiveness, risk, and ROI, leading quarterly and annual compensation effectiveness reviews (attainment distribution, cost of sale, capacity utilization), and ensuring plans support revenue predictability, margin targets, and financial planning
- Developing and delivering clear, compelling compensation education and enablement programs for leaders, managers, and individual contributors, translating complex compensation concepts into simple, actionable narratives that build trust across GTM teams
- Compensation Administration & Systems
- Ensuring accurate, timely, and compliant compensation processing in partnership with Payroll, Finance, HR, Legal, and RevOps
- Establishing and maintaining compensation governance, principles, and decision frameworks to ensure consistency, fairness, and scalability
- Owning compensation communications, including plan documentation, guidelines, timelines, and appeals processes
- Leading the refinement, governance, and continuous improvement of Clio's compensation and commission system (Forma.ai), driving automation, self-service, and operational excellence across regions
- Championing automation, self-service, and AI capabilities across planning and compensation to improve accuracy, scalability, and stakeholder experience
- Leadership & Team Development
- Leading, coaching, and developing high-performing GTM planning and compensation teams, fostering accountability, strategic thinking, and continuous improvement
- Building scalable processes and operating rhythms, including the cross-functional planning calendar with Finance, HR, and GTM leadership, that enable the team to move from transactional execution to strategic impact
- Supporting change management for new plans, territories, tools, and policies across regions
- Serving as a role model for cross-functional partnership, ownership, and results-driven leadership
Our take
Modern law firms increasingly manage their work digitally but the lack of a specialized remote solution means that workflows have become fragmented. This leads to legal practice managers having to juggle multiple software solutions across various devices.
Clio provides a legal practice management platform designed for law firms, allowing users to manage billing for legal aid cases, access and manage documents and store files across multiple devices. Whilst other startups are operating in this niche, Clio has uniquely focussed on synchronisation across remote devices and on a wide range of integrations, allowing the user to access information from other industry standard software such as Xero and Klyant from within a single interface.
Clio has raised significant funding and benefited from the COVID-era shift toward cloud technologies. More recently, the company has experienced rapid growth following the integration of AI into its platform in 2023. Alongside this, it surpassed $200M in annual recurring revenue (ARR) in mid-2024 and has since grown to an impressive $500M ARR. The company was valued at $5B following a $500M funding round in 2025, with the investment supporting further AI development and platform expansion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Specialized learning and development programs and access to an in-house performance coach
- Equitable compensation for your contributions, regardless of gender, race, or any other identifying factor
- Access to pay transparency on all of our global roles
- Company equity for applicable employees
- RRSP-matching in Canada, 401k in the US, and pension plans in Ireland
- Hybrid model – striking the right balance between the benefits of in person connectivity that in office brings, and the flexibility of remote
- Flexible paid time off (4-week minimum with opportunities for personalization based on individual needs and achievements)
- Parental leave options for birthing and non-birthing parents
- A $500 contribution to your child’s RESP
- Various health, dental, and vision benefits for you and your family, including an Employee and Family Assistance Program
- Virtual and In-person Wellness Programs to support mental and physical health
- Paid time for volunteering through our Clio Gives program
- $2000 annual counseling benefit for CAD Clions
Company HQ
Burnaby, BC
Leadership
Jack Newton
(Founder & CEO)Alongside serving as Clio's CEO since founding the company in 2008, Jack is an Advisor at Athennian, dealcloser, and Logikcull. Previously, they were a Board Member at ROSS Intelligence and a Director of Product Development at Chenomx.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 89 more jobs at Clio