Zip · 1 month ago
GTM Strategy & Operations, Incentive Compensation Lead
San Francisco
Full-time
Hybrid
Entry, Mid Level
$130K/yr - $170K/yr
2+ years expZip is a procurement platform company that simplifies the purchasing process for enterprises. The GTM Strategy & Operations, Incentive Compensation Lead will design and manage incentive structures that align with company goals, partner with leadership, and drive performance across various teams.
ComplianceEnterprise Resource Planning (ERP)FinanceInformation TechnologyProcurementSoftware
Responsibilities
Design incentive structures that drive GTM performance: Work directly with Sales, Finance, and GTM Ops executives to develop compensation plans that reinforce Zip’s strategic priorities. Develop plan proposals, evaluate tradeoffs, and guide leaders through the implications on behavior, revenue, and cost
Own the GTM compensation engine: Lead the end-to-end operational execution of Zip’s sales compensation program across all roles and segments. Build transparent documentation, dashboards, and FAQs that give reps clarity and confidence in their plans. Develop fair and consistent compensation policy. Ensure flawless monthly payout execution, model accuracy, and ARR attribution
Deliver insights that drive decisions. Analyze performance patterns, attainment distributions, and role effectiveness to inform quota setting, headcount strategy, ramp curves, and territory design. Provide real insights that influence how Zip scales its revenue organization
Own the technical backbone of sales compensation: Serve as the admin for our compensation tool, Spiff, to build, test, and deploy comp plan logic. Partner closely with our Business Systems team to implement Salesforce data model changes that ensure accurate, automated commission calculations at scale
Drive cross-functional alignment on GTM incentives: Partner across Sales, Finance, People, and Business Systems to ensure compensation plans, leveling frameworks, and role architectures are consistent, scalable, and aligned to Zip’s strategic priorities
Qualification
Required
2-3 years of experience in management consulting, investment banking, investing, or a high-impact GTM or strategy role
Prior experience in GTM incentive compensation is a plus
Strong analytical toolkit: you're highly proficient in Excel or Google Sheets
You're comfortable in SQL or are motivated to learn it quickly
Excellent communication: you can translate analysis into clear insights and are comfortable working with stakeholders at all levels
A builder's mindset: you look for ways to automate, scale, and simplify
Detail-oriented but pragmatic: you're capable of diving deep without losing sight of the big picture
Fast learner with a bias for action: you thrive in fast-paced, ambiguous environments and like to get things done
Collaborative and low ego: you enjoy working across teams, know when to lead and when to follow, and always keep the company's goals front and center
Benefits
Start-up equity
Full health, vision & dental coverage
Catered lunches & dinners for SF or NY employees
Commuter benefit
Team building events & happy hours
Flexible PTO
Apple equipment plus home office budget
401k plan
Company
Zip
Zip is an intake and procurement orchestration platform that enables users to initiate purchase requests across the enterprise.
201-500 employees
H1B Sponsorship
Zip has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (4)
2024 (9)
2023 (4)
2022 (4)
Funding
Current Stage
Late StageTotal Funding
$371.32MKey Investors
BondY CombinatorY Combinator Continuity Fund
2024-10-21Series D· $190M
2023-05-15Series C· $100M
2022-05-25Series B· $43.3M
Leadership Team
Rujul Zaparde
Co-Founder & CEO
L
Lu Cheng
Co-Founder & CTO
Recent News
Digital Commerce 360
2025-12-30
Payments Dive
2025-12-20
Company data provided by crunchbase