GTM Sales Planning Manager

Overview

About the Role & Team

IDC is looking for an experienced GTM Sales Planning Manager to own and continuously improve our sales incentive and compensation strategy and processes. You will align sales incentives with company strategy, keep compensation processes clear and efficient, and resolve compensation issues for our Sales and Customer Success teams. This role directly shapes how we motivate and reward our go-to-market organization, and therefore how we grow. You will design and implement compensation strategies that drive performance, working at the intersection of data analytics, strategic planning, and cross-functional collaboration.

This is an individual contributor role. It does not include direct reports or people management responsibilities.

What You'll Do

Quota and territory management

• Design, build, and maintain the quota database for both annual planning and ongoing business support

• Own quota design, assignment, and allocation for all new hires

• Support the design and rollout of updated territories and quotas for all Sales and Customer Success teams

• Partner with Global Variable Compensation team to validate custodial account coverage, investigate attainment anomalies, and verify splits and other compensation issues

Compensation plan design and administration

• Develop and execute compensation plans that support sales objectives and growth targets, partnering with leadership to tie plans to business goals

• Work with Sales leadership to forecast, model, and plan revenue and sales targets so compensation structures support them

• Partner with Finance and other stakeholders to administer plans, ensuring timely, accurate payouts and clear, consistent, fair policies

Analytics and communication

• Use data to refine compensation models, track key metrics, and report trends and outcomes to senior leadership

• Serve as the primary point of contact for compensation questions, and communicate plans and changes clearly to the sales team and stakeholders

• Work with HR, Finance, Sales Operations, IT, and data teams to align on, integrate, and get the most from our compensation management and reporting technology

What You Bring

Required

• 8+ years in GTM Operations, with hands-on experience in sales compensation, financial analysis, sales strategy, and territory design

• Proven track record designing, executing, and improving annual planning process and quota models

• Working knowledge of plan structures, including sales compensation plans, accelerators, pay mix, and leverage

• Foundational understanding of compensation tools such as Xactly or Salesforce Spiff

• Strong analytical skills and sound, data-driven judgment

• Advanced Excel skills

• Strong experience using AI tools such as Claude or a similar tool

• Solid understanding of Salesforce data structures and other GTM systems

• Experience partnering with Sales, Finance, and Legal teams

• Demonstrated project management skills, with the ability to manage multiple projects at once

• Excellent communication and interpersonal skills, and the ability to build strong relationships with stakeholders

• Strong attention to detail, organization, and time management

• Able to work both independently and as part of a team

Preferred

• Bachelor's degree in business, finance, or a related field

• SQL knowledge is a plus

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner. The expected total annual compensation, depending on location and experience, is between $175,000 - $185,000 inclusive of base salary and variable compensation.

If this role relocates to a different country, the salary range will be updated to reflect that country's range, rather than a currency conversion of the original range. Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

IDC is currently able to employ remote workers in the following states: Arizona (AZ), California (CA), Colorado (CO), Connecticut (CT), Washington D.C. (DC), Florida (FL), Georgia (GA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Maine (ME), Michigan (MI), Minnesota (MN), Missouri (MO), Mississippi (MS), North Carolina (NC), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), Pennsylvania (PA), Rhode Island (RI), South Carolina (SC), Tennessee (TN), Texas (TX), Utah (UT), Virginia (VA), Vermont (VT), Washington (WA), and Wisconsin (WI).

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