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GTM Strategy & Operations Lead, Incentives



United States
Posted on Monday, July 1, 2024
At Plaid, our mission is to unlock financial freedom for everyone. There has never been a better time than now to start building the future of fintech with us. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, and Betterment, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam. #LI-Remote
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
Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid!
Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at
Please review our Candidate Privacy Notice here.