GTM Compensation & Planning Analyst, SalesOps

Our Mission and Opportunity

Early education is one of the most important determinants of childhood outcomes, a critical support for working families, and a $175B market that remains underserved by modern technology. Brightwheel is the largest, fastest growing, and most loved platform in early ed, trusted by millions of educators and families every day. We are a three-time Cloud 100 company, backed by top investors including Addition, Bessemer, Emerson Collective, Lowercase Capital, Notable Capital, and Mark Cuban.

Our Team

Our team is passionate, talented, and customer-focused. We embody our Leadership Principles in our work and culture. We are a distributed team with remote employees across every US time zone, as well as select offices in the US and internationally.

Who You Are

You're an analytical, strategic SalesOps partner who turns messy GTM questions into defensible models and clear recommendations. You build rigorous models, explain trade-offs to leaders, and execute operationally so compensation and growing headcount programs run smoothly. You approach your work with an AI-first mindset and are constantly using AI tools to improve efficiency, reduce manual work, and accelerate analysis. You’re curious, organized, and comfortable working across People, Finance, Sales Leadership, and Analytics.

What You’ll Do

• Compensation design & administration — build, test, and maintain compensation plan models (OTE, base/variable split, accelerators, SPIFs) that drive rep behavior and revenue growth

• Quota & floor design — own quota-setting methodology and floor design across segments, roles, and geographies; run scenario modeling and sensitivity analysis; lead calibration exercises with Sales leadership.

• Headcount planning & forecasting — maintain rolling headcount models by role/team and produce hiring models tied to annual planning targets.

• Annual Planning support — drive the people and comp assumptions for annual planning; translate targets into quota, ramp, and comp implications and produce what-if analyses.

• Monthly performance & forecasting cadence (MPE) — own month-end reporting (attainment, forecast vs. actuals) and recommend corrective actions.

• Promotions & special programs — assess promotion impacts on pay and quotas; design SPIFs/short-term incentives and measure program effectiveness.

• Comp reporting & governance — own recurring comp reporting, ad-hoc analyses, and audit controls; document runbooks and change-management processes.

• Systems & automation — partner with Systems/IT to maintain Salesforce and comp tooling, automate repetitive tasks, and improve data flows.

• AI-enabled productivity — build agentic workflows and automations that compress cycle times on modeling, reporting, and analysis; set the bar for what "AI-native" operating looks like on the team.

• Cross-functional partnership — translate technical models into clear recommendations and build trusted relationships with Revenue leaders, Finance, People/HR, and Recruiting.

• Executive communication – Present directly with the CEO and executive team.

What You’ve Done

• 3+ years experience in Sales Operations, Revenue Operations or GTM Finance in a SaaS or high-growth environment.

• Hands-on experience building and maintaining forecast, quota and compensation models (commissions, accelerators, quota/OTE impacts).

• Proven AI-native operator — you've rebuilt workflows around AI, not just used it to polish finished work. You can point to specific workflows you've automated, manual work you've eliminated, and evidence that outputs are faster, deeper, or more accurate as a result.

• Advanced Google Sheets / Excel skills (scenario modeling, pivot tables, complex formulas).

• SQL fluency and experience with Salesforce (opps, territories).

• Strong written/verbal communication and experience producing executive-ready decks.

• Proven attention to detail and a control-minded approach to payouts and comp changes.

Nice to have

• Experience with compensation platforms (CaptivateIQ, Xactly, Anaplan, or similar).

• Prior exposure to headcount modeling and workforce cost scenarios.

• Familiarity with forecast accuracy metrics (MAPE, bias) or formal forecasting processes.

• Experience integrating AI tools into analytics workflows or building automation pipelines.

Brightwheel is committed to creating a diverse and inclusive work environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Protecting Our Applicants: Please be aware of recruiting scams impersonating Brightwheel. All legitimate communications come from @mybrightwheel.com addresses, and we never ask for payment or sensitive personal data as part of our hiring process. If you suspect fraudulent contact, reach out to [email protected]. Thank you for helping us keep our applicant community safe.