GTM Strategy

Your RoleYou'll own the full lifecycle of GTM incentive compensation: from partnering with leadership to defining incentive structures that align to company goals, to building and managing quota methodologies, to ensuring airtight execution, governance, and reporting of our incentive compensation policies. Your work will influence hiring, rep productivity, pipeline health, territory design, and forecasting.This role sits at the heart of GTM Strategy & Operations, where analytical horsepower, structured thinking, and cross-functional alignment are essential. You'll work directly with Zip's executive team, including our CFO, VP of Sales, and Head of GTM Strategy and Operations. You will be responsible for designing, operationalizing, and running the incentive structures that drive Zip's revenue engine.Our GTM Strategy & Operations team is at the center of our growth. If you thrive in a high-ownership environment and want to work across functions to drive impact, this role is for you.What You'll DoDesign 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.What We're Looking For2-3 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.Perks & BenefitsAt Zip, we're committed to providing our employees with everything they need to do their best work.Start-up equityFull health, vision & dental coverageCatered lunches & dinners for SF or NY employeesCommuter benefitTeam building events & happy hoursFlexible PTOApple equipment plus home office budget401k planWe're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you