The Sales Compensation Show Engineering GTM agility: Lessons from scaling at Docusign and Snowflake
Jun 17, 2025
43:03
From carrying a quota at Microsoft to leading global GTM strategy at Snowflake, James Jackson has seen the full spectrum of what it takes to scale—and then stabilize—high-growth teams.
In this episode of The Sales Compensation Show, James sits down with host and Forma.ai's CEO Nabeil Alazzam to break down:
- Why comp plans should express company strategy—not set it
- Lessons from his time with Docusign during a hypergrowth era (and the recalibration that followed)
- A “poor man’s LTV:CAC” metric used to rightsize GTM structure
- How to restore field trust when comp credibility is lost
- Translating executive priorities into clear, motivating plans for sellers, and
- Building for agility in a consumption-based sales model
Whether you’re leading RevOps, sales compensation, or GTM planning, James’s insights are gold for navigating complexity with clarity and confidence.
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