GTM Program Manager

About this role

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

Compensation

The successful candidate’s starting pay will fall within the pay range listed below and is determined based on job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market-dependent and may be modified in the future.

In addition to base salary, the compensation for this role includes opportunities for equity grants. Talk to your…