The Sales Compensation Show Inside Spotify's Global Sales Ops Machine: Forecasting, Compensation, and Growth at Scale
16 snips
Apr 21, 2025 
Wade Jastremski, Head of Revenue Management & Forecasting at Spotify, dives into the intricacies of the streaming giant's sales operations. He discusses how Spotify achieves an impressive 96% accuracy in ad revenue forecasting by blending feedback from sales reps and data analysis. Wade covers the challenges of adapting sales strategies in emerging markets and the complexities of transitioning to an advertising-based model. He also explores the importance of AI in sales ops and shares insights on quota setting and compensation design amidst evolving market dynamics.
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Career Launch in Sales Ops
- Wade Jastremski shifted from a business analyst role in Dublin to full-time sales operations after meeting a VP of sales ops.
- This opportunity launched his decade-long career in sales operations, focusing on media and advertising sectors.
Spotify's Strategic Ad Shift
- Spotify shifted focus from premium subscriptions to boosting its ad-supported business to capture new, international markets.
- This strategic pivot was motivated by subscription fatigue and untapped audiences in markets unlikely to pay for subscriptions.
Focus on Staffing & Culture
- When expanding sales ops internationally, focus heavily on staffing and aligning sales performance metrics.
- Blend existing and new talent carefully to establish a consistent sales culture and accountability frameworks.
