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GTM Variable Compensation Analyst

San Francisco, California, United States

Who Are We?

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has an office in Bangalore, where it was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

We are seeking a detail-oriented professional to manage sales commission calculations, incentive plan design, and system administration across our GTM organization. This role ensures accurate and transparent compensation processes, analyzes and models sales compensation plans, and collaborates with Finance and People Ops to optimize pay structures. Additionally, you will drive process improvements, enforce compensation policies, and support strategic incentive programs to enhance efficiency and data accuracy.

What You’ll Do

  • Prepare calculations of sales commissions and other variable pay across the GTM organization, including managing the plan design process, system implementation and administration
  • Following the design of the plans, own the process to administer plans as well as the tools to calculate variable compensation and do so in an accurate, transparent and timely manner
  • Analyze and model proposed sales compensation plan designs, quotas, and program changes, including providing ongoing analysis for equitable territory assignments   
  • Prepare, maintain and distribute plan documents for all incentive compensation plans in the GTM organization. The role will support current incentive compensation for teams across Sales, Sales Leadership, Business Development, Customer Success, Renewals and Solutions Engineering 
  • Document processes & procedures related to compensation and planning  while continually evaluating and improving upon our GTM Compensation business practices with a desire to drive towards scalable and repeatable processes to ensure efficiency as well as data accuracy, and governance
  • Research any compensation, quota or alignment questions for all members of field sales and address inquiries relating to any discrepancies
  • Review, revise, and enforce GTM compensation terms, conditions, and policies
  • Manage the design, administration, and ROI analysis of any temporary incentives (e.g. “SPIFFs”) to support short-term strategic priorities
  • Coordinate with Finance the monthly payments of commissions/bonuses to employees in the GTM organization
  • Support Finance with auditing the computation of sales attainment figures and incentive payouts
  • Partner with People Ops to review and recommend the overall fixed and variable compensation  strategy, pay curve and pay frequency and ensure that remuneration packages within the GTM organization are externally and internally competitive

About You

  • Bachelor’s degree in business, accounting, finance or related field
  • 3-5 years of recent experience in GTM Compensation design planning, and Commissions within the SaaS, Computer Software or Technology industry 
  • The ideal candidate should be familiar with how software companies align incentives with the responsibilities of different Go-To-Market functions (e.g., Sales Reps, Solutions Engineering, Business Development, Renewals, etc)
  • Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation
  • Existing systems knowledge of Salesforce and prior experience with incentive compensation management software 
  • Excellent written and verbal communication skills at multiple levels. You can build an exec ready storyboard/presentation and anticipate what questions will be asked
  • Self-starter that seeks solutions without being told. Delivers high quality, accurate work on time
  • Adaptable, open to change, and able to work in ambiguous situations and respond to new information or unexpected circumstances

The reasonably estimated base salary for this role ranges from $100,000-$140,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. If you have little ones in your family, the creche allowance can help in supporting your work-life balance. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. 

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Noida, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

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