Head of GTM Incentive Strategy

Harvey

Posted this week

10+ Years

Skills Required

GTM Compensation GovernanceIncentive Compensation DesignQuota and Territory Coverage DesignRevenue Operations (RevOps)ROI and Cost Forecasting for IncentivesSales and Finance Stakeholder ManagementSales Incentive ModelingSales Plan Mechanics (Accelerators, Multipliers, Overlays)Scenario Planning and Plan DiagnosticsSPIFFs and Sales Promotions Design

Job Description

Overview

Hands-on leader to design and govern Harvey’s GTM incentive strategy for the go-to-market organization.

What you'll do

Own end-to-end design of GTM incentive compensation across pre- and post-sales teams.
Build incentive models to forecast plan cost, ROI, and attainment distribution.
Run scenario analysis and diagnose existing plans already in market.
Set compensation philosophy and communicate plan performance, risk, and intended behaviors.
Architect scalable plan mechanics (quota structures, accelerators, multipliers, SPIFFs).
Translate GTM strategy changes (segments, launches, territory/coverage shifts) into comp updates.

What you'll need

10+ years in sales/incentive compensation design, revenue operations, or related fields.
Demonstrated experience owning plan design at scale in a B2B SaaS environment.
Deep expertise designing incentive structures including accelerators, SPIFFs, overlays, and co-sell frameworks.
Strong analytical and modeling skills for cost/ROI quantification.
Ability to influence senior stakeholders across Sales, Finance, People, and Legal.
Comfort operating autonomously as a leader and function owner.

Details

Compensation range: $212,000–$300,000 USD depending on location.

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