RevOps - Compensation & GTM Integration

CohereCohere·Remote(New York)
Operations
GTM

WFA Digital Insight

The demand for skilled RevOps professionals has surged, with companies like Cohere leading the charge in AI-driven revenue operations. As the remote job market continues to evolve, expertise in GTM integration and compensation design has become highly sought after. With the global AI market projected to reach

90 billion by 2027, companies are investing heavily in revenue operations to drive growth. Cohere, a pioneering AI company, is at the forefront of this trend. Before applying, candidates should be aware that this role requires a unique blend of technical, business, and interpersonal skills.

Job Description

About the Role

Cohere's Revenue Operations team is seeking a seasoned RevOps Compensation & GTM Integration specialist to drive the company's go-to-market engine. As a key member of the team, you will own and administer the compensation architecture, ensuring that every revenue-facing team member has a clear and achievable path to their OTE. You will work closely with finance, HR, and sales enablement to model scenarios, stress-test costs, and optimize the compensation design. The role is based in New York City, with opportunities for remote work.

The Revenue Operations team's mission is to build and maintain the systems, data, and processes that power Cohere's go-to-market engine. You will be responsible for serving as the RevOps lead on post-close M&A integration for GTM, designing and maintaining an integration playbook, and tracking integration milestones. The ideal candidate will have 5-8 years of experience in RevOps, sales operations, or sales finance in a B2B environment, with hands-on experience designing and administering variable compensation plans.

What You Will Do

  • Own and administer the GTM variable compensation architecture, including accelerators and SPIFs across sales, BDRs, CSMs, SAs, and the partner team
  • Model scenarios to stress-test costs, attainment distributions, and behavioral incentives before plans are finalized
  • Partner with finance on commission actuals and with HR on benchmarking against market data
  • Own the plan roll-out with the people team and GTM leadership, including documentation, communications, resolution frameworks, exception handling/tracking, system configuration, and compensation governance
  • Work with sales enablement to ensure reps have a clear path to OTE, identifying quota, ramp, and efficiency gaps before they impact attainment
  • Partner with finance and GTM leadership to model headcount unlock criteria, identifying when and where to hire to support growth in new regions and segments
  • Serve as the RevOps lead on all post-close GTM integration items, including designing and maintaining an integration playbook covering role mapping, territory carving, quota assignment, system integration items, and data mapping
  • Track integration milestones and surface risks to RevOps leadership and cross-functional integration teams

What We Are Looking For

  • 5-8 years of experience in RevOps, sales operations, or sales finance in a B2B environment
  • Hands-on experience designing and administering variable compensation plans
  • Experience supporting or leading GTM workstreams in M&A integrations
  • Financial modeling fluency, building bottoms-up capacity models, compensation scenarios, and attainment distribution
  • Clear communication skills, with the ability to present complex compensation plans or compensation frameworks to sales leadership and executives
  • Comfort working in ambiguous, fast-moving environments
  • Strong analytical and problem-solving skills, with the ability to work with large datasets
  • Experience with sales performance management tools and technologies

Nice to Have

  • Experience with data visualization tools, such as Tableau or Power BI
  • Knowledge of machine learning algorithms and statistical modeling techniques
  • Experience with agile project management methodologies
  • Certification in sales operations or revenue management

Benefits and Perks

  • Competitive salary and benefits package
  • Opportunities for professional growth and development
  • Collaborative and dynamic work environment
  • Flexible work arrangements, including remote work options
  • Access to cutting-edge technologies and tools
  • Comprehensive health insurance and wellness programs
  • Generous paid time off and vacation policy

How to Stand Out

  • Develop a strong understanding of GTM integration and compensation design principles to stand out in the application process
  • Highlight your experience with financial modeling and data analysis to demonstrate your technical skills
  • Prepare examples of how you have optimized compensation plans and improved sales performance in previous roles
  • Be prepared to discuss your experience with M&A integrations and how you have handled complex integration projects
  • Research Cohere's company culture and values to demonstrate your alignment with the organization's mission and vision
  • Practice your communication skills, as the ability to present complex ideas clearly and concisely is crucial for this role

This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.