United States onlyOur Mission:
6sense is on a mission to revolutionize how B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue.
Our People:
People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Accountability, Growth Mindset, Integrity, Fun and One Team. Every 6sensor plays a part in defining the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers.
We want 6sense to be the best chapter of your career.
Head of GTM Compensation
6sense is seeking an analytical, strategic, and highly trusted compensation leader to build, own, and scale our GTM compensation strategy across all customer-facing teams. As we continue to scale, we need someone who thrives in complexity, leads with clarity, and builds systems that drive performance, predictability, and fairness across Sales, SDR/BDR, Solution Consulting, Customer Success, and Professional Services.
This individual has a proven track record leading incentive compensation for SaaS GTM organizations and brings a sharp blend of operational rigor, financial acumen, policy governance, and cross-functional influence. You will own end-to-end GTM compensation—including plan design, modeling, governance, systems, reporting, and payouts—and serve as the connective tissue between GTM leadership, Finance, RevOps, and HR.
As the Head of GTM Compensation, you will build scalable frameworks, establish policy, and lead all aspects of variable compensation that impact pipeline generation, bookings, expansion, retention, and service delivery. You will advise senior leadership, ensure structural alignment to corporate goals, manage the operational machinery of commissions, and deliver clear insights that help teams understand performance drivers and trends.
Key Responsibilities
- Own the end-to-end GTM compensation strategy for Sales, CS, BDR, SC, and PS—aligning plans to corporate goals, growth targets, and performance expectations.
- Lead annual and mid-year compensation design cycles, including modeling, benchmarking, quota mechanics, accelerators, SPIFs, policy updates, and governance frameworks.
- Develop, publish, and maintain clear, prescriptive compensation policies that drive consistency, fairness, and operational efficiency across all GTM teams.
- Build scalable processes for compensation administration—including monthly payouts, approvals, modeling, reporting, and reconciliation.
- Partner closely with Finance/FPA on forecast accuracy, expense modeling, budgeting, and scenario planning; own the compensation forecast process.
- Implement and administer the GTM compensation technology ecosystem, ensuring integration, accuracy, and scalability across systems (e.g., Salesforce, comp tools).
- Establish and run monthly and quarterly GTM compensation reviews with Sales, CS, RevOps, and Finance leaders—providing insights on plan performance, attainment trends, productivity, and ROI.
- Serve as a trusted advisor for payees and leaders by managing inquiries, escalations, and field-facing communication around plans, policies, and calculations.
- Drive continuous improvement of compensation workflows, reducing manual work and increasing accuracy, speed, and transparency.
- Partner with RevOps, HR, and GTM leadership to develop compensation governance, role alignment, territory design impact, and performance metrics.
- Lead key strategic initiatives across Revenue Operations, including quota deployment, role/segment changes, SPIF strategy, incentive experiments, and compensation-driven productivity programs.
What You Should Have
- 5+ years of experience owning Sales or GTM compensation programs in a high-growth SaaS or software company.
- Deep experience with compensation planning, financial modeling, variable design, and GTM incentive mechanics.
- Strong understanding of the full GTM funnel and how compensation can influence behavior, productivity, alignment, and business outcomes.
- Experience supporting multiple GTM roles—Sales, CS, BDR/SDR, SC, and PS—and navigating the nuance of plan structures for each.
- Intermediate to advanced Excel/Sheets skills, with the ability to model, analyze, and interpret complex data sets.
- Experience managing CaptivateIQ or similar incentive management tool.
- Comfortable operating in ambiguity and building structure, process, and governance from the ground up.
- Highly organized with exceptional project management skills and the ability to lead multiple initiatives across functions and time zones.
- Experience implementing or administering compensation systems; familiarity with Salesforce and RevOps tool stacks.
- Strong communication skills and the ability to influence executive stakeholders with clarity, data, and insight.
- A mindset focused on accuracy, transparency, fairness, and operational excellence.
Base Salary Range: $130,491.00 - $187,386.80. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote
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Our Benefits:
Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices.
We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.
Equal Opportunity Employer:
6sense is an Equal Employment Opportunity and Affirmative Action Employers. 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. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to jobs@6sense.com.
We are aware of recruiting impersonation attempts that are not affiliated with 6sense in any way. All email communications from 6sense will originate from the @6sense.com domain. We will not initially contact you via text message and will never request payments. If you are uncertain whether you have been contacted by an official 6sense employee, reach out to jobs@6sense.com
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