GTM Program Manager, Sales Incentives

About the Role

The GTM Program Manager owns the governance, design partnership, and operational integrity of DoorDash's sales incentive programs across the SMB sales portfolio - including Marketplace, Storefront, and Digital Commerce. As a senior individual contributor reporting to the Sr. Manager, Compensation Governance & Systems, you will establish and enforce the rulebook for how SPIFFs, contests, and incentive plans are designed, approved, and paid out - ensuring every dollar of incentive spend drives the intended seller behavior.

You will drive the central sales planning process for half and annual planning cycles - owning the program timeline that segment teams operate against and consolidating their inputs into an integrated view. You’ll run the SMB Monthly Business Review, and partner with Sales, Finance, and Comp leadership on incentive design across the portfolio.

This is a backfill role with an expanded scope: stronger governance ownership, deeper cross-functional design partnership, and new leadership of the SMB Monthly Business Review.

What You'll Do

Central Planning & Cross-Segment Consolidation

• Drive the overall sales planning process for AOP (Annual Operating Plan) and Half planning - owning the program timeline, cadence, and consolidation of segment inputs (targets, capacity, headcount, investment priorities, GTM plans) across SMB segments (Marketplace, Storefront, Digital Commerce Platform)
• Serve as the central program owner for cross-segment consolidation - pulling segment leads together, surfacing tradeoffs, and delivering an integrated view to Sales, Finance, and executive leadership (segment teams remain accountable for the substance of their own plans)
• Own the consolidated planning deliverables: integrated targets, capacity roll-ups, investment allocation view, and program roadmap across segments
• Partner with Finance to align budget envelopes to segment growth targets and P&L impact
• Orchestrate alignment across segment leads (Marketplace, Storefront, DCP, New Verticals, Enterprise) to ensure plans are consistent, additive, and roll up correctly to overall commitments

Governance & Policy

• Own the sales incentive policy framework: eligibility rules, crediting logic, payout mechanics, exception handling, and dispute resolution
• Establish and enforce approval workflows for new SPIFFs, contests, and plan changes - including spend thresholds, sign-off matrix, and audit trail
• Run quarterly policy reviews; sunset stale rules; codify precedents from exceptions into durable policy
• Be the policy backstop - the voice that says no when proposals create precedent risk or violate guardrails
• Steward and evolve DoorDash's Sales Incentive Compensation Philosophy - ensuring incentive frameworks scale as the business grows across new segments and product lines
• Serve as the subject matter expert for industry benchmarking of sales incentive programs - ensuring DoorDash's plans remain competitive within marketplace, SaaS, and high-growth tech peer norms

Cross-Functional Incentive Design Partnership

• Partner with Sales Leadership, Sales Strategy, Finance, and Comp on the design of SPIFFs, contests, accelerators, and plan adjustments
• Drive the annual sales incentive design process across SMB segments - including plan design, comp metric selection, plan rollout, and seller enablement - in partnership with the Sr. Manager, Compensation Governance & Systems
• Pressure-test design proposals through ROI modeling, attainment curves, payout caps, and behavioral risk analysis
• Serve as the lead incentives partner for Digital Commerce Platform - co-own the design of DCP-specific SPIFFs, accelerators, and quota relief mechanisms with DCP Sales Leadership and Strategy, given DCP's evolving GTM motion and the need to build durable incentive structures as the business scales
• Serve as the pre-launch gate ensuring every incentive aligns to GTM priorities and financial guardrails
• Lead post-mortems on major incentives: did the program drive intended behavior, and at what cost per incremental unit?

SMB Monthly Business Review Leadership

• Own the agenda, attendee list, and cadence for the SMB Monthly Business Review forum
• Drive standing readouts on SMB business performance, attainment, pipeline health, program status, and cross-segment initiatives
• Track action items to closure; escalate blockers; translate forum decisions into executive-ready summaries and program updates

What You'll Bring

Required

• 5-7 years of experience in Sales Compensation, Sales Operations, Revenue Operations, or FP&A
• Demonstrated ownership of a policy or governance framework - not just executing within one
• Strong cross-functional facilitation and influence-without-authority skill; comfortable running a recurring business review with Sales, Finance, and Comp leadership and holding the line on policy
• Fluency in SQL, Excel/Sheets, and incentive compensation platforms (Xactly, CaptivateIQ, Anaplan, Varicent, or similar)
• Analytical rigor: ROI modeling, attainment curve design, payout sensitivity analysis
• Self-directed senior IC who can drive ambiguous, cross-functional programs

Preferred

• Experience supporting SMB and Enterprise sales segments
• Experience designing incentive structures for emerging or evolving sales motions where playbooks are still being built (vs. operating within mature plans)
• Marketplace, SaaS, or high-growth tech industry background
• Exposure to SOX or audit-adjacent controls for compensation programs