Redesigning Sales Compensation in Advertising

Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders have to navigate shifting buyer preferences, high-velocity sales environments, unpredictable markets, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. 

In this episode, Wade Jastremski, Head of Revenue Management & Forecasting at Spotify, sits down with us to take you behind the scenes of one of the world’s most influential media platforms.

From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how his team balances speed, scale, and data precision. Discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more!

Connect with Wade on LinkedIn here.

The Sales Compensation Show is handcrafted by our friends over at: fame.so