GTM Strategy & Operations, Incentive Compensation Lead at Zip

San Francisco, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, ProcurementIndustries

Requirements

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: highly proficient in analytical tools and structured thinking

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

Skills

Key technologies and capabilities for this role

Incentive CompensationQuota MethodologiesGTM StrategyOperationsSales OperationsForecastingTerritory DesignPipeline ManagementData AnalysisCross-Functional AlignmentExecutive PartnershipGovernanceReporting

Questions & Answers

Common questions about this position

Is this a remote or hybrid role?

This is a hybrid position.

What is the salary or compensation for this role?

This information is not specified in the job description.

What key skills are needed for this GTM Strategy & Operations role?

The role requires analytical horsepower, structured thinking, cross-functional alignment, and expertise in designing incentive structures, quota methodologies, operational execution, governance, reporting, and performance analysis.

What is the company culture like at Zip?

Zip offers a high-ownership environment where you'll work directly with the executive team including the CFO, VP of Sales, and Head of GTM Strategy and Operations, in a team at the center of growth focused on driving impact across functions.

What makes a strong candidate for this Incentive Compensation Lead role?

Strong candidates thrive in high-ownership environments, excel in analytical thinking and structured problem-solving, and have the ability to partner cross-functionally with executives to design and operationalize incentive structures that drive revenue.

Zip

Provides buy now, pay later services

About Zip

Zip Co offers buy now, pay later (BNPL) services that allow consumers to make purchases and pay for them over time without interest. Its main products, Zip Pay and Zip Money, cater to different spending needs, with Zip Pay for everyday purchases and Zip Money for larger expenses. The service works by enabling users to shop at partnered retailers and manage their payments through a clear and transparent system, where they can see how much they owe and when payments are due. Unlike many competitors, Zip focuses on providing flexible payment options and a straightforward fee structure, generating revenue through merchant fees, late fees, and interest on select products. The company's goal is to simplify the purchasing process for consumers while expanding its market presence across various countries.

Sydney, AustraliaHeadquarters

2013Year Founded

$972.7KTotal Funding

IPOCompany Stage

Fintech, Consumer GoodsIndustries

1,001-5,000Employees

Benefits

Parental leave - Enjoy up to 20 weeks paid leave and return part-time on a full-time salary for 3 months!

Bonus scheme - We give you skin in the game through our various share incentive programs.

Family support - We support our ZipFam on their life journey through people policies and programs.

Volunteer leave - Use your paid volunteer leave to Zip it forward and create change in your community.

Reward & recognition - We love celebrating your wins and giving you the freedom to choose how you're rewarded.

Career growth - You'll be given clear progression pathways and transparent coaching so you can truly flourish.

Risks

Increased competition from tech giants like Apple could threaten Zip's market share.

Regulatory changes in Australia may impact Zip's profitability and operations.

Reliance on partners like Stripe ties Zip's success to their platform stability.

Differentiation

Zip offers interest-free BNPL services, enhancing consumer financial flexibility.

The company operates in diverse markets, including Australia, the US, and the UK.

Zip's partnerships with retailers improve shopping experiences and financial management for consumers.

Upsides

Zip's potential partnership with Apple could significantly boost its US market presence.

Integration with Stripe allows easy BNPL access for US merchants, expanding Zip's reach.

The rise of in-store BNPL usage in the US shows growing consumer adoption.

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