Senior Analyst, Go-To-Market Compensation – Planning

DISCO

Senior Analyst managing quota and commission modeling at DISCO, revolutionizing the legal industry with AI solutions. Collaborating with leadership to optimize incentive structures and performance insights.

Posted 5/8/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Act as the primary architect for quota and plan modeling. Beyond execution, you will provide "what-if" scenario modeling to leadership to stress-test new GTM strategies before they are finalized.
Serve as a bridge between the GTM Strategy & Planning team and the field. Proactively identify gaps in rep performance or plan effectiveness and suggest design pivots to GTM leadership.
Lead the strategic communication and rollout of annual plans. You will create the narrative that explains the "why" behind the plan to ensure buy-in from ~200+ reps and managers.
Analyze field incentive ROI and attainment trends. Use this data to present quarterly "Strategic Health Checks" to GTM leaders, highlighting where incentives are succeeding and where strategy needs adjustment.
Manage the operational lifecycle of reps (onboarding, role changes, account movements) with a focus on minimizing friction and maintaining high field morale during transitions.
Partner with Legal and HR to ensure that all strategic designs are compliant, scalable, and aligned with broader company culture.

Requirements

What you’ll need

5-8+ years of experience in Sales Operations, Revenue Operations, or FP&A
Experience in a strategic consulting role or a high-growth SaaS environment where you influenced GTM design
Strategic Storytelling: Ability to take complex data and turn it into a compelling narrative for VPs and Directors.
Advanced Modeling: Expert-level Excel/Google Sheets skills for building dynamic, multi-variable GTM models.
Systems Advisory: Proficiency in Salesforce (SFDC) and commission software (CaptivateIQ/Xactly/Spiff), with the ability to advise on how systems can better support strategy.
Candidates must be legally authorized to work in the United States without sponsorship now or in the future.

Benefits

Comp & perks

Open, inclusive, and fun environment
Benefits, including medical, dental and vision insurance, as well as 401(k)
Competitive salary plus RSUs
Flexible PTO
Opportunity to be a part of a company that is revolutionizing the legal industry
Growth opportunities throughout the company

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

quota modelingplan modelingdata analysisstrategic communicationincentive ROI analysisadvanced ExcelGoogle SheetsGTM modelingstrategic consultingSales Operations

Soft Skills

strategic storytellingcommunicationproblem-solvingcollaborationinfluencingnarrative developmentanalytical thinkingleadershipadaptabilityrelationship management