エピソード

  • How Zoom, Snowflake, and Siemens adjust sales plans mid-year

    How Zoom, Snowflake, and Siemens adjust sales plans mid-year
    2025/07/28
    Knowing how and when to change your sales plan mid-year—based on performance signals or market shifts—can make the difference between hitting quota and missing it. In this timely episode, leaders from Zoom, Snowflake, and Siemens share how they detect early warning signs, realign territories and quotas, and adjust comp plans without derailing performance. If you’re in the thick of sales planning, this is the episode you need to hear!
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    54 分
  • Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance

    Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance
    2025/07/22
    Midway through planning season, sales compensation leaders are under pressure to get it right—aligning with RevOps and Finance, building data-driven plans, and adjusting for what didn’t work in H1. In this special episode of The Sales Compensation Show, recorded live at our Sales Planning Summit, leaders from LinkedIn, Docusign, and Atlassian share how they navigate these exact challenges at scale. Tune in to hear how world-class organizations coordinate cross-functional planning, build trusted data foundations, and leverage past performance to inform their strategies. You’ll also hear how AI and automation are reshaping planning cycles—and what to watch for to avoid the most common breakdowns. If you’re deep in the weeds of planning or trying to future-proof your approach, this conversation is a must-listen! Subscribe to catch even more episodes from the Sales Planning Summit series.
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    57 分
  • [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives

    [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives
    2025/07/15
    In this special episode, three powerhouse compensation and revenue operations leaders from Microsoft, HP, and SAS share how they use data—not gut instinct—to design smarter territories, quotas, and incentives. Recorded live at the Sales Planning Summit, the discussion features insights on analytics-driven planning, AI forecasting, and real-world strategies from best-in-class orgs.
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    54 分
  • The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia

    The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia
    2025/07/04
    What does it really take to become a VP of RevOps? As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. We spoke with three RevOps leaders—Andy Mowat (Carta), Danny Schonfeld (Glia), and Esther Friend (Udemy)—about their personal career paths to VP, key skills defining leadership, and how to stand out in such a competitive field. This episode's perfect for aspiring leaders and current RevOps pros ready for the next step.
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    55 分
  • Scaling RevOps in complex sales: How to bring structure to GTM

    Scaling RevOps in complex sales: How to bring structure to GTM
    2025/06/26
    Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure.
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    48 分
  • What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode]

    What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode]
    2025/06/23
    What does revenue leadership really expect from RevOps in 2025? In this special episode of The Sales Compensation Show, we’re bringing you three powerhouse CROs to discover exactly how they see this role's evolution and what's required today. Joining Forma.ai's Founder & CEO Nabeil Alazzam we have Susan Rothwell, Chief Revenue Officer at Epsilon, Allison Metcalfe, Chief Revenue Officer at Cloudinary, and Latané Conant, Chief Revenue Officer at 6sense. Together, they unpack how the RevOps-CRO partnership is changing—and what today’s leadership truly needs from operations teams. You’ll learn how RevOps can elevate beyond execution—actively shaping strategy and influencing outcomes, the metrics CROs care about most in 2025 (and what’s being deprioritized), how to walk the line between operational rigor and strategic agility, and why forecasting accuracy is not simply a nice-to-have anymore. If you're a RevOps leader (or aspiring to be one), this episode is terrific for understanding what the C-suite wishes they could tell you about how to partner with them.
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    55 分
  • Engineering GTM agility: Lessons from scaling at Docusign and Snowflake

    Engineering GTM agility: Lessons from scaling at Docusign and Snowflake
    2025/06/17
    From carrying a quota at Microsoft to leading global GTM planning, comp, and systems at Snowflake, James Jackson has seen every side of high-growth—from scale to recalibration. In this episode, he joins Forma.ai CEO Nabeil Alazzam to unpack why sales comp plans should express (not set) strategy, how he helped rightsize GTM at Docusign post-hypergrowth phase, and the metric he used to do it. Plus: rebuilding comp credibility, translating exec priorities for the field, and designing for agility in a consumption-based world. It's a must-listen for GTM, RevOps, and sales comp leaders navigating complexity at scale.
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    43 分
  • Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode]

    Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode]
    2025/06/10
    Welcome back to the Sales Compensation Show! We’re breaking format to bring you a special conversation from RevOps Kickoff, our digital summit for revenue operations leaders. Originally recorded live, our panels brought together top minds in GTM, Sales Comp, and Strategy—and the response was too powerful to let the insights fade. So, we’re repurposing the best of those discussions here on the podcast. In this panel hosted by Kyle Webster, Chief of Staff at Forma.ai, you'll hear from: --> Christina Straggas, Head of Global Sales Compensation at Equinix --> James Jackson, Global Head of Sales Planning, Compensation, and Systems at Snowflake --> Nabeil Alazzam, Founder & CEO, Forma.ai Listen in to hear about: --> The unseen drivers of quota shortfall --> Compensation’s role in rep confidence --> Early signals to act on before targets are missed --> Aligning Sales, Finance, and Strategy to course-correct in real time
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    58 分