Director of GTM Compensation, Klaviyo
$200-300k
1+ day a week in office
Intelligent marketing automation powered by customer data
Open for applications
Intelligent marketing automation powered by customer data
1001+ employees
Open for applications
$200-300k
1+ day a week in office
1001+ employees
Company mission
To give online brands direct ownership of their consumer data and interactions, empowering them to turn transactions with customers into long-term relationships—at scale.
Role
Who you are
- The ideal candidate has a proven track record of strong people management, is analytical, and has the ability to develop and influence strategic direction
- Deep knowledge in sales incentive compensation concepts and plan structures, sales data tracking systems, processes and methodologies. Able to define and measure performance metrics and guide best practices in sales incentive compensation plans
- Strong business acumen, analytical, and problem-solving skills, to make tough trade-off decisions
- Ability to learn new platforms quickly and independently develop process efficiencies to support end-to-end automation
- Ability to work with minimal oversight, using discretion, experience and data to make strategic recommendations to the business
- Works in a proactive and collaborative manner to drive efficiency - eliminating manual processes where possible
- Enjoyment in evolving data visualization skills
- Excellent organizational skills and attention to detail
- Excellent time management skills with a proven ability to meet deadlines
- Experience working in Commissions Tools, ideally Xactly
- 12+ years of experience in Sales Compensation, Finance, Business Analysis, or knowledge transferable function
- 3+ years of experience managing/leading teams, preferably in Compensation
- 2+ years experience designing and/or configuring an ICM platform is strongly preferred (Captivate, Xactly, Varicent, etc.)
- Bachelor’s degree or equivalent work experience is preferred for this role
What the job involves
- Klaviyo is seeking a Director, GTM Compensation to join our Treasury Team to lead the execution of all go-to-market (GTM) incentive compensation programs across Sales, Partnerships, and Customer Success; You will report into our VP, Treasury
- This role will liaise closely with cross-functional teams, such as Sales Operations, Total Rewards, Finance, and GTM Leadership
- This role provides strategic consultation and recommendations related to implementation and analysis of incentive compensation programs for all GTM employees, including cost modeling and trend analysis
- The Director, GTM Compensation role is unique because it requires oversight and influence on the execution of the compensation referral structure crediting partners within the Klaviyo partner program (ie, agency and tech partners)
- Guide, mentor and coach the GTM Compensation team, and lead headcount planning, recruitment, interviewing, hiring, and training
- Oversee and influence roadmap for GTM Compensation initiatives and plan distribution
- Be a thought partner who collaborates with senior business leaders and cross-functional stakeholders to implement effective and scalable GTM incentives programs
- Perform analysis on effectiveness, competitiveness and fairness of existing programs and tools. Use those insights to consult, advise and educate senior stakeholders on GTM incentive program options and processes
- Partner with GTM Ops to lead the GCCB (GTM Compensation Control Board) governance across a broad set of senior stakeholders in Legal, HR, Finance, and the business
- Lead the GTM incentives system design and data processes that focus on our ability to improve the self-service reporting of sales and success performance through concise compensation reporting capabilities and enhance dashboard visualizations
- Ensure leaders, managers and employees can access business-critical reports and insights in real-time and on a schedule, as needed
- Manage the administration of all incentive plans to ensure incentives are paid on time and adhere to design governance. Oversee calculations for monthly and quarterly commission and accruals, and resolves disputes
- Demonstrates knowledge surrounding Incentive Compensation Management (ICM) systems and willingness to roll up sleeves for User Acceptance Testing (UAT) of system changes
- Enable ongoing review, evaluation and modification of new and updated SPIF’s and contests
- Partner closely with GTM Ops Enablement team to ensure changes are communicated clearly and timely, education is appropriately delivered and knowledge is actively shared
Our take
Klaviyo is a marketing firm helping growth-focused eCommerce brands drive more sales with super-targeted, highly relevant email, Facebook and Instagram marketing campaigns. From personalised newsletters to automated emails when customers abandon their shopping carts, the marketing automation platform makes it easy for businesses to capture, store, analyze, and predictively use their own data to drive measurable, high-value outcomes.
Klaviyo's CEO, Bialecki, believes that the main problem with e-mail marketing today is that there is a divide between two kinds of tools: analytics tools that help you understand what people are doing on a website, such as what products they are considering, and messaging tools that send them a marketing e-mail. Operating primarily within the retail and eCommerce industry, Klaviyo aims to solve this by offering a tool that brings together analytics and messaging. This allows companies to bring all of their first-party data into a single platform to get a deep understanding of their customers and then activate that data to deliver highly-targeted, personalised communications through email and SMS. In the process, Klaviyo's customers get a deep understanding of their consumers.
Klaviyo is a fast-growing company mainly due to its business model - the firm offers a concrete ROI for Klaviyo’s clients if the software persuades customers to make purchases by treating different types of customers differently. An IPO in 2023 has led to Klaviyo's release of Klaviyo AI, which empowers businesses to unlock revenue-driving opportunities and deliver exceptional customer experiences across channels. Still in its early days of public listing, it will be interesting to see how Klaviyo fares in the years to come.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
46% female employees
4% employee growth in 12 months
Company
Employee endorsements
Opportunities to learn
"Not only we have a good stipend to spend on learning but we also have development days every quarter, where we can switch off and focus on the areas..."
Funding (last 2 of 6 rounds)
Aug 2022
$100m
LATE VC
May 2021
$320m
SERIES D
Total funding: $778.5m
Company benefits
- Private health care cover
- All full time employees receive equity
- Commuting allowance for when you do travel to the office,
- A very generous education allowance every year for you to spend on learning and development.
- Free books policy - if you’re better off for having read it (or listened to it—audiobooks are covered too!) we’ll pay for it.
- Generous and flexible PTO policy
- Participation in Klaviyo ESPP
Company values
- We always put our customers first.
- We are owners.
- We strive to make the world more equitable.
- We are ambitious.
- We are always learning.
- We collaborate radically.
- We are remarkable.
Company HQ
Financial District, Boston, MA
Articles
Founders
Andrew Bialecki
(CEO)Previously CTO at RockTech, Senior Engineer at Performable, Lead Engineer at Applied Predictive Technologies and an SDET Intern at Microsoft
Ed Hallen
(Chief Product Officer)Currently an Advisor at Team Engine. Previously worked in Enterprise Business Development at Google, Summer Associate at Accel-KKR and Principal at Applied Predictive Technologies.
Salary benchmarks
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Diversity & Inclusion at Klaviyo
Katelyn Nnake (Director of Diversity, Equity & Inclusion)
- At Klaviyo one of our key values is "we strive to make the world more equitable"
- In 2023 over 75% of Klaviyos participated in a Klaviyo Resource Group
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