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.
You will design and implement compensation strategies that drive performance, working at the intersection of data analytics, strategic planning, and cross-functional collaboration.
Quota and territory management

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


~ 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

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

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

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


~ 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


~ Strong attention to detail, organization, and time management


~ 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. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.
12 company-paid holidays
~Medical, dental, and vision coverage
~2 floating holidays (prorated based on start date)
~Company-paid short-term disability
~ Company-paid life insurance
~ 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. 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. IDC is committed to providing equal employment opportunities for all qualified persons. IDC is currently able to employ remote workers in the following states: LI-HR1 #LI-Remote