The
Director of Revenue Operations, GTM Performance is a highly strategic leadership role responsible for architecting how our Go-To-Market (GTM) organization measures success and rewards performance. This role owns two critical pillars: the design and administration of AvePoint's global incentive compensation strategy, and the governance of all GTM performance data standards. You will act as the crucial bridge between GTM Leadership, Finance, and Analytics/Data Engineering-ensuring that our compensation plans drive the right seller behaviors and that our analytics teams have a flawless, standardized blueprint (the "Data Dictionary") to build their reporting infrastructure.
Key Responsibilities- Global Incentive Compensation Management: Lead the end-to-end design, implementation, and administration of global sales compensation plans, quotas, and SPIFFs. Ensure plans are financially responsible, aligned with corporate revenue targets, and designed to drive specific strategic behaviors.
- GTM Data Standardization & Governance: Own the GTM "Data Dictionary." Define the strict business logic and standardized formulas for all critical performance metrics (e.g., Pipeline Coverage, Win Rates, CAC, NRR, Ramp Time).
- Analytics Blueprinting: Serve as the primary business stakeholder for Analytics/Data Engineering. Provide clear, documented metric definitions and requirements so they can build and operate the backend data pipelines and executive dashboards (e.g., in Power BI and consumed by AI agents).
- Sales Performance Technology Ownership: Oversee the evaluation, implementation, and optimization of our Sales Performance Management and commission tracking software in partnership with the RevOps GTM Systems team.
- Performance & Payout Analytics: Lead quarterly reviews of compensation effectiveness. Analyze quota attainment distributions, payout ratios, and plan ROI, providing actionable insights and recommendations to the CRO and CFO.
- Cross-Functional Orchestration: Partner with HR, Finance, and Legal to ensure compliance, dispute resolution, and seamless communication of compensation plans to the global sales force.
Key Skills - Compensation Design & Financial Modeling: Advanced ability to model complex compensation scenarios, forecast commission expenses, and perform stress tests on quota capacity and territory designs.
- Data Governance & Architecture: Deep understanding of data structures, taxonomy, and governance. The ability to translate complex sales motions into clean, logical data definitions that technical teams can easily interpret.
- Systems & Sales Performance Expertise: Strong technical fluency with specialized incentive compensation platforms and a solid understanding of how CRM data (e.g., Salesforce, Dynamics 365) flows into performance metrics.
- Executive Communication & Influence: Exceptional ability to navigate difficult conversations around compensation, manage change, and align competing priorities between Sales Leadership and Finance.
- Analytical Storytelling: The ability to look at attainment data and identify macro trends, diagnosing whether a miss is a pipeline issue, a coaching issue, or a compensation design issue.
Qualifications - Experience: 8-10+ years of experience in Revenue Operations, Sales Compensation, Sales Operations, or GTM Strategy within a high-growth B2B SaaS or enterprise environment.
- Leadership: 3-5+ years of direct people management experience, with a track record of building cross-functional teams and managing complex, global projects.
- Compensation Track Record: Proven experience designing, rolling out, and managing multi-tiered incentive plans across different GTM motions (e.g., Account Executives, SDRs, Customer Success, and Channel Partners).
- Data Partnership: Demonstrable experience working directly with Data Engineering, BI, or IT teams to establish single-source-of-truth reporting and data governance frameworks.
- Tool Proficiency: Hands-on experience with modern SPM/ICM tools (e.g., Everstage, Spiff, CaptivateIQ, Xactly), CRM systems, and a strong foundational understanding of BI visualization tools.
- Education: Bachelor's degree in Business, Finance, Economics, Data Science, or a related field (or equivalent practical experience).
The Salary Range for this role is $190,000 - $250,000. At AvePoint, we strive to offer competitive, fair, and equitable total rewards. The listed salary range represents a good faith estimate, with final offers based on location, experience, skills, and qualifications. The listed range reflects base salary only; our total rewards include base salary, comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO), and depending on the role, bonuses, commissions, or equity (RSUs). We welcome compensation discussions-apply even if your expectations fall outside the range.
