Incentive Compensation Manager

About the role

GitLab is seeking an Incentive Compensation Manager to lead the design, implementation, and operational management of incentive compensation programs across the CRO organization, including Sales, Customer Success, Professional Services, and Channel/Partnerships. You will act as the subject‑matter expert on compensation philosophy, partnering with senior leaders to create plans that drive strategic behaviours and support revenue growth.

Key responsibilities

• Lead the annual compensation plan development in collaboration with CRO, sales leadership, customer success, and finance.
• Design role‑specific compensation frameworks, including base/variable splits, quota‑to‑OTE ratios, accelerators, decelerators, thresholds, and performance tiers.
• Create compensation mechanics that bridge SaaS subscription and consumption‑based revenue models, such as hybrid quota structures and draw mechanics.
• Manage the full compensation lifecycle from plan design through monthly commission processing, ensuring accuracy, compliance, and alignment with business goals.
• Provide ongoing analysis and reporting on plan effectiveness, cost efficiency, and market competitiveness.
• Partner with executive leadership to drive change management and continuous improvement of incentive programs.

Required profile

• Proven experience designing and managing incentive compensation programs for revenue‑generating teams.
• Strong strategic thinking and analytical rigor with the ability to translate business objectives into effective incentive structures.
• Excellent operational execution skills and a track record of ensuring data accuracy and compliance.
• Experience working with both subscription‑based (ARR) and usage‑based revenue models.
• Effective communication and partnership skills with senior leaders across sales, finance, and operations.

Required skills