The Sales Compensation Show

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.

Kenny Smith didn’t intentionally set out to become a top sales compensation leader. He'd originally studied music performance, wrote Visual Basic macros to automate reports, and gradually carved a career at the intersection of sales operations, analytics, and enterprise strategy.  Today, as the Sales Incentive Plan Design Lead at Red Hat, Kenny leads global incentive design — helping align sales compensation to a fast-moving business with complex go-to-market channels and high-stakes product launches. And much like music, comp design, he argues, can be more improvisation than formula. It’s a balance of art and science, and most importantly, it’s not just about having the most data — it’s about harnessing and knowing what to do with it. In this episode of The Sales Compensation Show, Kenny breaks down his approach to building smarter, more strategic incentive plans — and why successful comp professionals often operate more like jazz musicians than spreadsheet jockeys. Tune in for the full chat where you'll learn: - Why “data-informed” can be better than purely “data-driven”- How to validate activity metrics with cross-functional input- Ways to navigate complexity, unpredictability, and internal biasThe Sales Compensation Show is handcrafted by our friends over at: fame.so

With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff.  You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software. Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers? In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency.Episode resources Connect with Brian on LinkedIn Book recommendation: The Sales Acceleration Formula by Mark Roberge The Sales Compensation Show is handcrafted by our friends over at: fame.so

In complex organizations where teams operate with different KPIs and priorities, fostering a culture of collaboration with stellar sales and operations planning is essential, but endlessly challenging. Few leaders understand how to meet this challenge better than Akira Mamizuka, VP of Global Sales Operations, SaaS, at LinkedIn. Overseeing a portfolio that includes LinkedIn Talent Solutions—responsible for 60% of LinkedIn’s B2B revenue—Akira has spent years fine-tuning the art of bringing cross-functional teams together.  From scaling LinkedIn’s LATAM operations out of Brazil to leading EMEA sales ops from Ireland, he’s mastered the complexities of driving teams' strategic initiatives across geographies. Before LinkedIn, he crafted revenue and sales strategy playbooks for global enterprises at McKinsey & Company. In this episode, he takes us behind the scenes into how LinkedIn ensures cross-functional alignment despite its dual nature as both a consumer platform and a B2B enterprise. Show notes:- Akira's book recommendation: Thinking, Fast and Slow by Daniel Kahneman The Sales Compensation Show is handcrafted by our friends over at: fame.so

In this second episode of season three of The Sales Compensation Show, our CEO and founder Nabeil Alazzam sat down with Saxton Archer, Director of Sales Comp at SOCi Inc, to explore how to manage the internal politics that come with collaborating among VPs and the C-suite.  With a rich background in the tech sector, Saxton's held pivotal compensation roles at leading companies, like Stripe, Twilio, Collibra, and more, and we think you'll get a ton from his deep expertise as a long-time practitioner in the space. In this episode he shares how you can ensure timely plan releases all while advocating for designs that drive sustainable success—even when leadership has differing opinions or competing priorities.  Episode resourcesConnect with Saxton on LinkedInBook recommendation: Stolen Focus: Why You Can't Pay Attention--and How to Think Deeply Again, by Johann Hari The Sales Compensation Show is handcrafted by our friends over at: fame.so

Accurate forecasting and strategic planning aren’t just nice to have—they’re mission-critical for achieving growth targets and staying ahead of market shifts.In this episode of The Sales Compensation Show, Nabeil Alazzam sits down with Tana Jackson, an accomplished global revenue operations leader with over 18 years of experience in go-to-market strategy, sales operations, and business transformation. Currently VP of Operations at Upright Labs, Tana has a proven track record of aligning cross-functional teams and driving sustainable revenue growth.Tana shares her expertise on:Best practices for improving collaboration between sales, finance, and RevOpsHow to move beyond gut-feel predictions and implement data-driven forecasting strategiesThe importance of building change-management into daily operations and communications as a leaderExactly what it looks like to stay vigilant about data integrity in practiceWhich data hygiene red flags you need to watch out for as the ultimate gate keeperIf your organization wants to fine-tune your forecasting processes, this episode is packed with insights you won’t want to miss!The Sales Compensation Show is handcrafted by our friends over at: fame.so

Nabeil Alazzam sits down with Alex Gousinov, an accomplished sales compensation leader currently serving as the Head (Senior Director) of Go-to-Market Planning, Programs and Sales Compensation at Twilio. With a background in software development and physics, Alex brings a data-driven and analytical approach to sales comp.Throughout the conversation, Alex reflects on his path into sales compensation and the function's ability to drive meaningful change in sales behavior. He underscores the importance of aligning incentives with overarching go-to-market strategy and business objectives.Alex shares best practices for the sales comp planning process, such as starting early, collaborating closely with stakeholders, leveraging data to inform plan design, and preparing for the unexpected. He also discusses tactics for effective change management and rep communication when rolling out new plans.Looking ahead, Alex emphasizes the power of analytics and real-time dashboards in sales comp. He advises sales comp professionals to broaden their knowledge of go-to-market strategy and trends to elevate their impact and career.This episode is packed with real-world examples and practical guidance. It is a must-listen for anyone looking to design sales compensation plans that drive the right behaviors and support strategic objectives.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Christina Straggas, Head of Global Sales Compensation at Equinix, shares insights on sales comp's evolution, role in digital transformation, and future trends like AI. She emphasizes transparency in managing change and upskilling teams for strategic focus. Packed with real-world examples and practical guidance, this episode is a must-listen for aligning sales comp with digital transformation objectives.

In this episode of The Sales Compensation Show, Nabeil Alazzam welcomes Pauline Xu, a distinguished sales compensation leader currently at Unity Technologies and formerly Director of Global Sales Compensation at Flexport. With an impressive career spanning roles at companies like Aetna, Markel, and Adobe, Pauline brings a wealth of expertise in sales comp, financial planning, and operational excellence.Throughout the conversation, Pauline shares her journey into the world of sales compensation and the surprising aspects of the role. She emphasizes the importance of business acumen, common sense, and using data effectively to tell a story and spot trends.Pauline reveals best practices for designing effective sales compensation plans, including aligning with sales strategy, keeping things simple, and thinking through crediting rules upfront. She recommends documenting "what if" scenarios in an FAQ doc during plan design to proactively address potential issues.When it comes to plan rollouts, Pauline believes in partnering with sales leaders and top reps to communicate the plan effectively. She shares examples of how this approach has worked well in her experience.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Don Hubbartt, Head of Sales Compensation at Siemens, discusses revolutionizing global sales compensations by creating a center of excellence. He shares insights on assessing organizational readiness, aligning with leadership vision, and collaborating with cross-functional stakeholders. Topics include the evolution of sales roles, AI integration in sales, and implementing a global compensation framework.