Field Operations & Incentives Manager

About Baseten

Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $300M Series E, backed by investors including BOND, IVP, Spark Capital, Greylock, and Conviction. Join us and help build the platform engineers turn to to ship AI products.

The Role

We're looking for a Field Operations & Incentives Manager to own the field-facing layer of our Revenue Operations function. This high-impact, cross-functional role sits at the intersection of Sales, Finance, and GTM Strategy. You'll be the primary RevOps point of contact for the field — owning comp plan design and rollout, rules of engagement, territory and quota administration, process governance, and the operational rigor that keeps a high-performing sales org running cleanly.

Responsibilities

Compensation Plan Design & Enablement

• Lead the design of sales compensation plans across all quota-carrying roles, ensuring alignment with GTM strategy, role definitions, and business objectives.
• Drive the process from first principles through to approved plan documents, calculators, and summary sheets.
• Benchmark plans against industry standards, with particular attention to consumption-based business models.
• Maintain a version-controlled library of plan documents, signed agreements, quota approvals, and exception records.
• Own plan rollout and field communication across enablement materials, plan walkthroughs, and real-world earning scenarios.
• Serve as the front-line resource for field comp questions, and own the comp-specific new hire onboarding workstream.
• Partner closely with Finance on compensation cost modeling by providing plan design inputs and scenario parameters.

Territory, Quota & Rules-of-Engagement Management

• Partner with Sales Leadership to design, implement, and enable territory structures that align coverage with market opportunity.
• Own the quota cascade from the financial plan through to individual rep-level distribution.
• Design, publish, and maintain the ROE framework governing commissions, accounts, territories, split credit, and disputes.
• Define and maintain SOPs for field-facing processes adjacent to comp including deal crediting, account handoffs, rep transitions, and edge case escalation.
• Own the intake, triage, and resolution of field-facing changes such as territory reassignments, account moves, quota adjustments, and mid-cycle corrections.
• Lead governance for ROE exceptions, applying policies consistently and proactively identifying and closing gaps.
• Maintain clear documentation and an audit trail of all adjustments, approvals, and rationale for audit readiness.
• Define requirements for process, system, and tooling optimization and work with Central Operations to implement improvements.

Sales Productivity & Incentive Plan Effectiveness

• Own ongoing measurement of GTM health and incentive plan effectiveness including attainment distribution, rep productivity, and payout-to-revenue ratios.
• Surface insights and drive recommendations for continual improvement.
• Make proactive, data-driven recommendations for in-cycle corrections and annual planning cycles.
• Build and maintain reporting infrastructure for comp performance and sales productivity in partnership with Finance and BI.

Requirements

Experience

• 4–7 years in Revenue Operations at a high-growth SaaS or technology company; experience at a consumption business is a plus.
• Demonstrated experience designing sales compensation plans across multiple quota-carrying roles and building or governing ROE and territory management frameworks.
• Track record of owning cross-functional programs with Sales, Finance, and HR stakeholders.

Skills

• Strong analytical and financial modeling skills; proficiency with Excel/Google Sheets required; experience with ICM tools (e.g., CaptivateIQ, Everstage, Spiff, or similar) strongly preferred.
• Exceptional written and verbal communication — you can explain complex commission mechanics to a rep or a CFO with equal clarity.
• Highly organized with strong process orientation; able to manage many moving pieces without things falling through the cracks.
• Familiarity with Salesforce and how CRM data intersects with comp and territory workflows.
• A genuine love for the field; this is a front-office role and requires building trust and partnership with sales reps.

Mindset

• You thrive on agency and are energized by ambiguity and building programs in a fast-moving environment.
• Precision matters; you bring rigor and attention to detail to keep all accurate and airtight.
• You are genuinely field-first, maintaining strong ongoing connection with the sales team.
• You are a natural orchestrator, aligning cross-functional stakeholders and driving clarity on ownership.

Benefits

• Competitive compensation, including meaningful equity.
• 100% coverage of medical, dental, and vision insurance for employee and dependents.
• Generous PTO policy including company wide Winter Break (offices closed from Christmas Eve to New Year's Day).
• Paid parental leave.
• Company-facilitated 401(k).
• Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.

Equal Opportunity

At Baseten, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.

We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law.