<p><span data-contrast="auto">The </span><strong><span data-contrast="auto">Director of Revenue Operations, GTM Performance</span></strong><span data-contrast="auto"> is a highly strategic leadership role responsible for architecting how our Go-To-Market (GTM) organization measures success and rewards performance. This role owns two critical pillars: the design and administration of AvePoint’s global incentive compensation strategy, and the governance of all GTM performance data standards. You will act as the crucial bridge between GTM Leadership, Finance, and Analytics/Data Engineering—ensuring that our compensation plans drive the right seller behaviors and that our analytics teams have a flawless, standardized blueprint (the "Data Dictionary") to build their reporting infrastructure.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></p> <p><strong><span data-contrast="auto">Key Responsibilities</span></strong><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></p> <ul> <li><strong><span data-contrast="auto">Global Incentive Compensation Management:</span></strong><span data-contrast="auto"> Lead the end-to-end design, implementation, and administration of global sales compensation plans, quotas, and SPIFFs. Ensure plans are financially responsible, aligned with corporate revenue targets, and designed to drive specific strategic behaviors.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">GTM Data Standardization & Governance:</span></strong><span data-contrast="auto"> Own the GTM "Data Dictionary." Define the strict business logic and standardized formulas for all critical performance metrics (e.g., Pipeline Coverage, Win Rates, CAC, NRR, Ramp Time).</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Analytics Blueprinting:</span></strong><span data-contrast="auto"> Serve as the primary business stakeholder for Analytics/Data Engineering. Provide clear, documented metric definitions and requirements so they can build and operate the backend data pipelines and executive dashboards (e.g., in Power BI and consumed by AI agents).</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Sales Performance Technology Ownership:</span></strong><span data-contrast="auto"> Oversee the evaluation, implementation, and optimization of our Sales Performance Management and commission tracking software in partnership with the RevOps GTM Systems team.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Performance & Payout Analytics:</span></strong><span data-contrast="auto"> Lead quarterly reviews of compensation effectiveness. Analyze quota attainment distributions, payout ratios, and plan ROI, providing actionable insights and recommendations to the CRO and CFO.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Cross-Functional Orchestration:</span></strong><span data-contrast="auto"> Partner with HR, Finance, and Legal to ensure compliance, dispute resolution, and seamless communication of compensation plans to the global sales force.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> </ul> <p><strong><span data-contrast="auto">Key Skills</span></strong><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></p> <ul> <li><strong><span data-contrast="auto">Compensation Design & Financial Modeling:</span></strong><span data-contrast="auto"> Advanced ability to model complex compensation scenarios, forecast commission expenses, and perform stress tests on quota capacity and territory designs.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Data Governance & Architecture:</span></strong><span data-contrast="auto"> Deep understanding of data structures, taxonomy, and governance. The ability to translate complex sales motions into clean, logical data definitions that technical teams can easily interpret.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Systems & Sales Performance Expertise:</span></strong><span data-contrast="auto"> Strong technical fluency with specialized incentive compensation platforms and a solid understanding of how CRM data (e.g., Salesforce, Dynamics 365) flows into performance metrics.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </span></li> <li><strong><span data-contrast="auto">Executive Communication & Influence:</span></strong><span data-contrast="auto"> Exceptional ability to navigate difficult conversations around compensation, manage change, and align competing priorities between Sales Leadership and Finance.</span><span data-ccp-props="{"335559738":240,"335559739":240}"> </spa