GTM Program Manager

Role Description

The GTM Program Manager owns the governance, design partnership, and operational integrity of DoorDash's sales incentive programs across the SMB sales portfolio - including Marketplace, Storefront, and Digital Commerce. As a senior individual contributor reporting to the Sr. Manager, Compensation Governance & Systems, you will establish and enforce the rulebook for how SPIFFs, contests, and incentive plans are designed, approved, and paid out - ensuring every dollar of incentive spend drives the intended seller behavior.

You will drive the central sales planning process for half and annual planning cycles - owning the program timeline that segment teams operate against and consolidating their inputs into an integrated view. You’ll run the SMB Monthly Business Review, and partner with Sales, Finance, and Comp leadership on incentive design across the portfolio.

This is a backfill role with an expanded scope: stronger governance ownership, deeper cross-functional design partnership, and new leadership of the SMB Monthly Business Review.

What You'll Do

• Central Planning & Cross-Segment Consolidation
  • Drive the overall sales planning process for AOP (Annual Operating Plan) and Half planning.
  • Serve as the central program owner for cross-segment consolidation.
  • Own the consolidated planning deliverables.
  • Partner with Finance to align budget envelopes to segment growth targets and P&L impact.
  • Orchestrate alignment across segment leads.
• Governance & Policy
  • Own the sales incentive policy framework.
  • Establish and enforce approval workflows for new SPIFFs, contests, and plan changes.
  • Run quarterly policy reviews; sunset stale rules.
  • Be the policy backstop.
  • Steward and evolve DoorDash's Sales Incentive Compensation Philosophy.
  • Serve as the subject matter expert for industry benchmarking of sales incentive programs.
• Cross-Functional Incentive Design Partnership
  • Partner with Sales Leadership, Sales Strategy, Finance, and Comp on the design of SPIFFs, contests, accelerators, and plan adjustments.
  • Drive the annual sales incentive design process across SMB segments.
  • Pressure-test design proposals through ROI modeling, attainment curves, payout caps, and behavioral risk analysis.
  • Serve as the lead incentives partner for Digital Commerce Platform.
  • Serve as the pre-launch gate ensuring every incentive aligns to GTM priorities and financial guardrails.
  • Lead post-mortems on major incentives.
• SMB Monthly Business Review Leadership
  • Own the agenda, attendee list, and cadence for the SMB Monthly Business Review forum.
  • Drive standing readouts on SMB business performance, attainment, pipeline health, program status, and cross-segment initiatives.
  • Track action items to closure; escalate blockers.
  • Translate forum decisions into executive-ready summaries and program updates.

Qualifications

• 5-7 years of experience in Sales Compensation, Sales Operations, Revenue Operations, or FP&A.
• Demonstrated ownership of a policy or governance framework.
• Strong cross-functional facilitation and influence-without-authority skill.
• Fluency in SQL, Excel/Sheets, and incentive compensation platforms.
• Analytical rigor: ROI modeling, attainment curve design, payout sensitivity analysis.
• Self-directed senior IC who can drive ambiguous, cross-functional programs.

Requirements

• Experience supporting SMB and Enterprise sales segments.
• Experience designing incentive structures for emerging or evolving sales motions.
• Marketplace, SaaS, or high-growth tech industry background.
• Exposure to SOX or audit-adjacent controls for compensation programs.

Benefits

• Comprehensive benefits package including a 401(k) plan with employer matching.
• 16 weeks of paid parental leave.
• Wellness benefits and commuter benefits match.
• Paid time off and paid sick leave in compliance with applicable laws.
• Medical, dental, and vision benefits.
• 11 paid holidays, disability and basic life insurance.
• Family-forming assistance and a mental health program.