Épisodes

  • How Databricks & Gong keep sales planning agile during hypergrowth

    How Databricks & Gong keep sales planning agile during hypergrowth
    Aug 11 2025
    When your company is growing rapidly, sales planning can quickly turn into chaos. In this special episode from our Sales Planning Summit event, you’ll hear how two industry leaders navigate constant change without losing alignment or sales team momentum. Sid Kumar (Area Vice President, GTM Strategy & Planning, at Databricks) and Michael Duncan (Sr. Director, GTM Strategy & Operations, at Gong) share proven tactics for scaling processes, keeping Sales, RevOps, and Finance in sync, and driving execution at speed.
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    48 min
  • Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue

    Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue
    Aug 5 2025
    Finance and revenue leaders don’t always see eye to eye—but when it comes to setting sales targets, quotas, and comp plans, alignment is non-negotiable. In this special episode of The Sales Compensation Show, senior leaders from ZoomInfo, Red Hat, and Klaviyo share how their teams navigate the complexities of cross-functional planning. Moderated by Forma.ai’s David Gerardi, the conversation explores: How finance and revenue teams approach sales planning differently, balance growth targets with fiscal responsibility, consider quota setting, comp plan design, and forecasting risk, plus how these leaders recommend building trust—and avoiding misalignment—between GTM and finance. This candid panel will give you a window into how real, high-performing companies tackle the planning process *together*.
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    52 min
  • How Zoom, Snowflake, and Siemens adjust sales plans mid-year

    How Zoom, Snowflake, and Siemens adjust sales plans mid-year
    Jul 28 2025
    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 min
  • Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance

    Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance
    Jul 22 2025
    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 min
  • [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
    Jul 15 2025
    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 min
  • 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
    Jul 4 2025
    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 min
  • Scaling RevOps in complex sales: How to bring structure to GTM

    Scaling RevOps in complex sales: How to bring structure to GTM
    Jun 26 2025
    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 min
  • 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]
    Jun 23 2025
    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 min