All Episodes
Displaying 1 - 20 of 144 in total
Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline
Daniel Wolman is Head of Incentive Compensation at Dext, the bookkeeping automation platform, where he runs comp solo across multiple regions after 15 years in ops and...
If a Rep Switches Products Because of Comp, Your Plan Is Working Against You
Ajay Erogbogbo is VP and Head of Revenue Operations and Strategic Initiatives at Pathward, a publicly listed financial holding company, where he designs incentive comp...
The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year
Ariana Farray manages 300+ payees across 40-50 comp plans at Flock Safety, one of the fastest-growing public safety companies in the US ($200M to $300M ARR in a single...
Stop Running Mad Libs: What the Top 10% of Outbound Teams Do Differently
Kris Rudeegraap co-founded Sendoso after a decade in software sales, when he watched email go from effective to noise and started looking for a better way to build rel...
When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution
Sam Wegman is VP of CX and Commercial Operations at Univar Solutions, one of the world's largest chemical and ingredient distributors, and has spent over 30 years in t...
Shawn Santos (StevenDouglas) on Compensation, Recruiter Burnout & Old Soul Operators
Most experienced recruiters will tell you the same thing quietly: when a candidate names compensation as their only reason for moving, it's a red flag, not a green lig...
Good Habits vs. Process Augmentation: Why Most RevOps Teams Are Using AI Wrong
Colin Brown is VP of Revenue Operations at DDN, a company that powers AI infrastructure at scale for clients like XAI's Colossus data center. He came to RevOps from th...
If Your Process Only Works Because of Great People, You Don't Have a Process
Scott Johnson is Head of Revenue Operations at Zeitview, a visual AI company serving renewable energy and infrastructure operators at scale. He started his career carr...
Winning the Battle vs. Winning the War: Why Comp Plan Buy-In Matters More Than the Design
Joseph Wong is Director of Incentive Compensation Design and Governance at Moody's. Before that, he managed comp integrations for Salesforce acquisitions including Sla...
Roxanne Dable on Why CRMs Fail When Reps Keep Spreadsheets
Roxanne Dable is the Director of Sales Operations at Zendesk, where she focuses on driving operational excellence and aligning sales processes to deliver customer valu...
The Silent Killer: How 1P E-Commerce Brands Lose 10% of Revenue Without Knowing
Selling on Amazon as a brand is two completely different jobs depending on whether you’re 3P or 1P. In 3P, the brand controls price and carries inventory risk. In 1P, ...
Bilingual by Design: The Real Skill Behind Great RevOps
Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once.Katrin Gurvich, GTM Business P...
The Junior Analyst in the Room: How AI Is Changing the CFO's Job
Matt Jacobson has spent 30 years in finance, investment banking, corporate strategy, venture investing, and the last 12 building and scaling venture-backed companies a...
Speed Is the Hype. Signal Quality Is What Matters: Courtney Hickey on AI, Comp Trust, and RevOps Done Right
Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through ...
Any Comp Plan Is a Behavioral Experiment: Evgenia Vereshchak on RevOps, Incentives, and What Breaks First
Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight ...
The Five-Pillar RevOps Framework with Jatinder Dohil
Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human...
From Noise to Signal: How Proximity to Reps Changes Comp Design
Samantha Joswick is the Senior Manager of Sales Operations at H2O.ai, where she owns the full GTM engine: compensation, deal desk, analytics, and systems. Before H2O.a...
First Person on the Ground: How Andre Serpa Builds Startup Sales Teams Across Latin America
Andre Serpa is the Area Vice President for Latin America at ClickHouse, a real-time analytical database company, based in São Paulo. He spent a decade at Microsoft, ne...
Don't Wait to See How It Plays Out: Jason Martin on AI Adoption in Finance
Jason Martin is the VP of Credit and Collections at Kaseya, a global IT management software company operating across North America, EMEA, and APAC. He spent 21 years a...
Don't Rush the Bot: Matt Dornfeld on AI GTM, Partner Strategy, and the Data Foundation
Matt Dornfeld is the Senior Director of Global AI GTM at Commerce, the public holding company behind BigCommerce and Feedonomics, where he leads the effort to embed AI...
