The Sales Compensation Show

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

We’re breaking format with this special episode of The Sales Compensation Show—bringing you an unfiltered, live conversation from RevOps Kickoff 2025, our digital summit for revenue operations leaders.Originally recorded live, this panel brought together experts in GTM strategy, sales compensation, and revenue planning. The insights shared were too valuable to keep behind virtual doors—so we’re re-releasing them in a whole new format.This discussion features:Christina Straggas, Head of Global Sales Compensation, at EquinixJames Jackson, Global Head of Sales Planning, Compensation & Systems, at SnowflakeNabeil Alazzam, Founder & CEO at Forma.aiListen in to hear about:The hidden drivers of under-attainmentHow comp plans influence rep confidence and performanceEarly indicators it’s time to pivot your planHow to align Sales, Finance, and GTM on smarter targetsThe Sales Compensation Show is handcrafted by our friends over at: fame.so

In this episode, Alana Kadden Ballon shares her career journey from SDR at Salesforce to leading RevOps at high-growth organizations like Duo and Wiz, and now Sprout Social. With clarity and candor, she breaks down how modern RevOps leaders can evolve their teams, data strategy, and stakeholder alignment to meet today’s GTM challenges.You’ll learn:Why over-relying on individual “heroes” creates brittle ops systemsHow Alana’s team spends more time fixing problems than finding themWhat a resilient data strategy actually looks like (hint: it’s cultural and technicalWhy change management is the real RevOps unlockThe myth of the "magic tool" and what to do before you buy anythingHow to align post-sale incentives with sales without losing focusResources mentioned:Marc Benioff's V2MOM framework for strategic company alignmentArticle from First Round Review: Give away your Legos (and other commandments for scaling)Subscribe to (and rate!) The Sales Compensation Show on:SpotifyApple PodcastsThe Sales Compensation Show is handcrafted by our friends over at: fame.so

In this special episode of The Sales Compensation Show, we're spotlighting the RevOps function as the true powerhouse behind modern go-to-market success. Recorded live at our virtual RevOps Kickoff 2025, this panel features an incredible lineup of revenue leaders who are elevating operations into a strategic growth driver.Hosted by Matthew Volm, Founder of RevOps Co-op, this conversation unpacks how to:Align cross-functional teams around shared revenue goalsBuild scalable systems that connect planning to executionContinually prove the value of RevOps to the C-suiteMove beyond tactical firefighting to long-term GTM leadershipThe conversation features: 🔹 Olga Traskova, VP, Revenue Operations at Birdeye 🔹 Jessica Kao, Senior Director, Marketing Ops & Martech (prev. Cloudinary) 🔹 Alana Kadden Ballon, VP, Revenue Operations at Sprout Social 🔹 Erin O'Leary, VP, RevOps & Enablement at BottomlineWhether you’re building a RevOps team or scaling one, this episode will challenge how you position your function—and show you how to lead from the center of GTM.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live discussion from our RevOps Kickoff virtual conference.As you evaluate your GTM strategy at this phase of the year, this conversation gives you a real-time pulse on what’s top of mind for RevOps leaders at high-growth, enterprise-scale companies including HubSpot, Health Catalyst, and ZoomInfo.Facilitated by Forma.ai's own Deniz Karadadas we speak with Sowmya Srinivasan, Ali Rastiello, and Tessa Whittaker on the following topics:2025 Trends: How RevOps is adapting to changing market and tech landscapes2024 in Review: Key takeaways, tough lessons, and wins worth repeatingHow these leaders consider strategic balance: Managing short-term goals while building long-term valueTech Stack Optimization: Tools that actually drive execution across GTM teamsAnd Impact Measurement: Reframing how success is measured across departmentsGrab this panel, and all of the session recordings for your team over at https://www.forma.ai/webinar-info/revops-kickoff-2025 The Sales Compensation Show is handcrafted by our friends over at: fame.so

Sales planning and compensation are often treated as separate functions—but that separation comes at a cost. In this episode of The Sales Compensation Show, we explore what happens when you bring both under one roof.Our guest, Brandon Farb—Director of Sales Planning & Compensation at Allstate Canada and one of 2025’s Top 50 Sales Comp Leaders to Watch—shares how his integrated team drives alignment, agility, and frontline motivation.We dive into why siloed planning and comp lead to misaligned goals, how to design targets, quotas, and incentives that actually work together, the role of data and rep feedback in building better plans, what sellers really need to stay motivated, and best practices for your sales cadences.Brandon brings a deep background in underwriting, performance management, and operations—plus experience at Economical Insurance and Aviva Canada—to this conversation. His approach blends strategy, simplicity, and seller empathy in a way that’s rare—and actionable.---- show notes----📚 Book recommendation: Leveling Up by Ryan LeakConnect with Brandon Farb on LinkedIn: https://www.linkedin.com/in/brandon-farbThe Sales Compensation Show is handcrafted by our friends over at: fame.so

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