RevOps - Compensation & GTM Integration

Who are we?

Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems.

We’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that.

We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft.

We are a global technology company co-headquartered in Toronto and San Francisco, with key offices in London, New York City, Montreal, Seoul, Germany and Paris. Join us!

RevOps Compensation & GTM Integration

Department: Revenue Operations

Function: Compensation & Planning

Location: NYC, SF, Toronto

ROLE OVERVIEW

The Revenue Operations team’s mission is to build and maintain the systems, data, and processes that power our go-to-market engine. We are looking for a RevOps Compensation & GTM Integration to join the team, reporting to the Head of Revenue Operations, focused on owning and evolving compensation design/strategy and serving as RevOps lead on post-close M&A integration for GTM. This is a design and execution role, you own and administer the plans that determine how every revenue-facing team member is paid, ensure reps have a clear and achievable path to their OTE, and bring newly acquired teams into our GTM operating model.

Key Responsibilities

• Own and administer our 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 behavioural 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

QUALIFICATIONS

• Have 5-8 years in RevOps, sales operations or sales finance in a B2B environment

• Hands on experience designing and administering variable compensation plans (not just reporting on them)

• Experience supporting or leading GTM workstreams in M&A integrations

• Have financial modelling fluency, building bottoms up capacity models, compensation scenarios, and attainment distribution

• Are a clear communicator able to present complex compensation plans or compensation frameworks to sales leadership and executives

• Are comfortable working in ambiguous, fast moving environments

Working Location

Remote US

COMPENSATION

Cohere is committed to fair and transparent pay practices. The salary range listed for this role reflects the expected base compensation. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience.

For candidates in the US, the Compensation Range is: $115,000 – $240,000 [USD]

For candidates in Canada, the Compensation Range is: $160,000 – $250,000 [CAD]

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