The Sales Compensation Show

When you lead global sales planning and compensation for more than 2,800 reps at a company like Docusign, every decision about territories, quotas, and incentives carries weight. A small tweak can drive alignment and performance — or create confusion and mistrust.That’s where Melissa Fenner, Sr. Director of Revenue Operations at Docusign, thrives. With a career spanning manufacturing, M&A, operational consulting, and SaaS, Melissa brings a rare blend of operational expertise and behavioral insight to the art and science of incentive design.In this episode Melissa shares the lessons she’s learned leading global sales compensation strategy — and what operators everywhere can apply today.Listen in for her takes on:Why overcommunication is non-negotiable: why you need to deliver the same message seven times, seven ways to build rep trust around comp plans.How to run pilots that build champions, not resistance: Including how to consider representative pilot groups to test major compensation changes, uncover blind spots, and create advocates who drove adoption at scale.Keeping planning on track when upstream inputs are shifting: Learn how Melissa’s accounts for guardrails and scenario models to design comp plans even when segmentation and quotas aren't finalized.When to lean into consistency vs. comp changes: Melissa shares her hot take about redesigning comp plans every year...Chapters01:22 — Melissa Fenner's Journey into Sales Compensation03:45 — The Importance of Overcommunication in Sales Compensation09:03 — The Power of Pilots 17:46 — Building and Executing Compensation Plans22:41 — Challenging Conventional Wisdom in Sales CompThe Sales Compensation Show is handcrafted by our friends over at: fame.so

When your organization is in hyper-growth mode, sales planning can quickly turn into organized chaos—or worse, just chaos. The pace of change is relentless, plans are constantly evolving, and keeping reps motivated and aligned can feel like chasing a moving target.That’s why we’re hitting pause on our regular programming to bring you this timely panel discussion from the Sales Planning Summit, featuring:Sid Kumar, Area VP, GTM Strategy & Planning at DatabricksMichael Duncan, Sr. Director, GTM Strategy & Operations at GongThese leaders have navigated the growing pains of scaling fast—and lived to share the playbook.In this episode, you’ll learn:How these pros design a sales planning process that can handle rapid growth without constant reinvention.Real ways to keep Sales, RevOps, and Finance in lockstep as complexity skyrockets.Strategies for keeping stakeholders engaged and confident during frequent plan updates.How to ramp new reps when compensation plans and territories are still shifting.What these leaders would (and wouldn’t) do again when faced with the challenges of scale.If your sales planning cycles feel like a race you’re always running from behind—this conversation will help you get out in front.The Sales Compensation Show is handcrafted by our friends over at: fame.so

How do finance and revenue teams stay aligned on aggressive sales goals and financial guardrails? Hear from senior revenue and finance leaders at ZoomInfo, Red Hat, and Klaviyo on how they negotiate targets, balance priorities, and manage risk—together.In this special edition of The Sales Compensation Show, we're bringing you a timely panel recorded live at the Sales Planning Summit—because aligning sales targets, quotas, and comp mid-year is no small feat.Join Forma.ai's David Gerardi as he moderates a candid discussion between:Mark Harris, SVP of GTM Strategy at ZoomInfoBrian Bolt, Sr. Director of Corporate Finance at Red HatStef Layne, VP of Treasury, Payroll & Sales Compensation at KlaviyoTogether, they dive into:How finance and revenue leaders approach sales planning from different anglesThe tug-of-war between growth and fiscal responsibility when setting targetsStories from the front lines of comp plan negotiationForecasting strategies that inspire confidence and reduce riskLessons learned from high-stakes planning conversationsThe Sales Compensation Show is handcrafted by our friends over at: fame.so

Sales plans aren’t meant to be static and mid-year is a make-or-break moment for revenue teams. Adjust your sales plan too late, and you risk missing your number. Move too fast, and you could disrupt the entire team. In this special episode of The Sales Compensation Show, Forma.ai’s David Gerardi sits down with sales performance leaders from Zoom, Snowflake, and Siemens to explore how the best organizations recognize when a pivot is needed—and how they execute changes without derailing momentum. Featuring guests:Dal Sidhu – Head of Global Sales Compensation, ZoomJames Jackson – Global Head of Sales Planning, Compensation & Systems, Snowflake, andElizabeth Walgram – Senior Director, Sales Compensation, SiemensListen in to learn:How to spot early signs your sales plan needs adjustmentKey metrics to guide data-driven decisionsWhen to realign quotas and territories—and how to do it without disrupting performanceHow to fine-tune compensation plans to keep teams motivatedReal-world mid-year adjustment strategies from these experienced leaders Subscribe to The Sales Compensation Show for more candid insights shaping the future of sales performance!The Sales Compensation Show is handcrafted by our friends over at: fame.so

With planning season in full swing at many organizations, this conversation offers a timely, practical lens into how global companies scale their planning process—and how you can apply the same principles, no matter your org size. Featuring leaders from LinkedIn, Docusign, and Atlassian, our guests explore what best-in-class sales planning looks like at scale.Together we cover how winning organizations align Sales, RevOps, and Finance, build trusted data foundations, and apply lessons from past performance to shape future strategies. The discussion also dives into common planning pitfalls and how to avoid them, as well as the growing role of AI and automation in streamlining the process. With planning season well underway at most orgs, this conversation is especially relevant!Tune in to hear:How these leaders get ahead of and execute sales planning across Sales, RevOps, and FinanceWhat it takes to create a trusted, flexible data foundationHow past performance is used to shape future strategy at these orgsCommon planning breakdowns—and how to avoid themThe increasing role of AI and automation in streamlining planning cyclesSubscribe to catch even more episodes from the Sales Planning Summit series.The Sales Compensation Show is handcrafted by our friends over at: fame.so

What happens when three powerhouse leaders from Microsoft, HP, and SAS unpack the science behind sales planning? You get a modern look at how the absolute best-in-class are designing smart territories, quotas, and incentive plans—grounded in data, not gut instinct.In this special episode of The Sales Compensation Show, we’re sharing a high-impact session from the Sales Planning Summit featuring a behind the scenes with:Edie Cagle, VP of Global Revenue Operations at SASMaria Oczko-Canant, VP of Sales Compensation & Planning at HP, andNandini Ramaswamy, VP of Worldwide Incentive Compensation at MicrosoftHosted by Nabeil Alazzam, CEO of Forma.ai, this panel dives deep into:How to design equitable, efficient sales territories using dataWhat analytics-driven quota-setting really looks likeWays to optimize sales incentives to influence behavior and drive resultsThe role of AI and forecasting in staying ahead of market shiftsReal-world examples of how top enterprises are evolving their sales planningSerious about turning sales planning into a strategic advantage? Then this conversation is a must-listen!The Sales Compensation Show is handcrafted by our friends over at: fame.so

As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. So what does it really take to step into a VP of RevOps role?In this special episode of the show, Forma.ai’s Director of Content, Jen Pepper, hosts a candid and practical discussion with three seasoned RevOps executives:Andy Mowat, VP of RevOps at CartaDanny Schonfeld, VP of RevOps at Glia, andEsther Friend, VP of RevOps at UdemyThey each share how they made the leap to VP, the skills they look for in future RevOps leaders, and advice for those looking to grow beyond execution and into strategic leadership.Tune in to learn:The core competencies needed to succeed as a VP of RevOpsHow to build influence grounded in strategy, cross-functional relationships, and communicationMistakes to avoid on your career journeyWhat separates strong operators from future executivesWhether you're an aspiring leader or a current RevOps pro levelling up for your next move, this episode offers a roadmap for career advancement in one of the fastest-growing functions in revenue.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps—from traditional TV sales to early digital marketing ops to full-funnel GTM leadership in healthcare technology.In this episode of The Sales Compensation Show, Ali joins our host Nabeil Alazzam to unpack how she brings structure and simplicity to one of the most complex selling environments out there—HealthTech.With a limited, reputation-sensitive buyer pool, extended sales cycle, and matrixed hospital systems making enterprise-level decisions, Ali shares how she built scalable RevOps foundations that actually work across the entire customer lifecycle.🎙 In this episode, you’ll learn:Why data quality and hygiene is non-negotiable in a market where your TAM may only encounter you onceHow to get execs to say “yes” to data investments The automation layer Ali relies on to maintain data hygiene Why sales comp complexity is often a GTM structure problem in disguiseIf there's credence to the idea AI will replace BDRs anytime soon...Whether you’re in healthcare tech, SaaS, or enterprise B2B sales more broadly—this conversation is packed with real world approaches and even tool recommendations to try yourself.The Sales Compensation Show is handcrafted by our friends over at: fame.so

What do today’s CROs really need from RevOps in 2025?In this special episode of The Sales Compensation Show, we go behind the scenes with three leading CROs to explore how the RevOps role is evolving—and what it takes to become indispensable to the executive team.Joining Forma.ai Founder & CEO Nabeil Alazzam are:Susan Rothwell, CRO at EpsilonAllison Metcalfe, CRO at CloudinaryLatané Conant, CRO at 6senseThis candid conversation dives into how RevOps is moving from support function to strategic force, the KPIs and forecasting capabilities that matter most, and how operations teams can earn a permanent seat at the leadership table.If you're in RevOps—or building toward it—this is the kind of episode that reveals what your exec team wishes you knew.Episode Highlights:The evolving RevOps-CRO relationshipWhat CROs want from RevOps in today’s environmentThe metrics that matter (and those that don’t)Why strategic agility is a leadership expectationForecasting as a credibility play for RevOpsActionable advice from the panel: how to lead up, influence, and drive impact with your exec teamThe Sales Compensation Show is handcrafted by our friends over at: fame.so

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 itLessons 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 structureHow to restore field trust when comp credibility is lostTranslating executive priorities into clear, motivating plans for sellers, andBuilding for agility in a consumption-based sales modelWhether you’re leading RevOps, sales compensation, or GTM planning, James’s insights are gold for navigating complexity with clarity and confidence.The Sales Compensation Show is handcrafted by our friends over at: fame.so