Episodes

  • What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode]

    What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode]
    Jun 23 2025
    What does revenue leadership really expect from RevOps in 2025? In this special episode of The Sales Compensation Show, we’re bringing you three powerhouse CROs to discover exactly how they see this role's evolution and what's required today. Joining Forma.ai's Founder & CEO Nabeil Alazzam we have Susan Rothwell, Chief Revenue Officer at Epsilon, Allison Metcalfe, Chief Revenue Officer at Cloudinary, and Latané Conant, Chief Revenue Officer at 6sense. Together, they unpack how the RevOps-CRO partnership is changing—and what today’s leadership truly needs from operations teams. You’ll learn how RevOps can elevate beyond execution—actively shaping strategy and influencing outcomes, the metrics CROs care about most in 2025 (and what’s being deprioritized), how to walk the line between operational rigor and strategic agility, and why forecasting accuracy is not simply a nice-to-have anymore. If you're a RevOps leader (or aspiring to be one), this episode is terrific for understanding what the C-suite wishes they could tell you about how to partner with them.
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    55 mins
  • Engineering GTM agility: Lessons from scaling at Docusign and Snowflake

    Engineering GTM agility: Lessons from scaling at Docusign and Snowflake
    Jun 17 2025
    From carrying a quota at Microsoft to leading global GTM planning, comp, and systems at Snowflake, James Jackson has seen every side of high-growth—from scale to recalibration. In this episode, he joins Forma.ai CEO Nabeil Alazzam to unpack why sales comp plans should express (not set) strategy, how he helped rightsize GTM at Docusign post-hypergrowth phase, and the metric he used to do it. Plus: rebuilding comp credibility, translating exec priorities for the field, and designing for agility in a consumption-based world. It's a must-listen for GTM, RevOps, and sales comp leaders navigating complexity at scale.
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    43 mins
  • Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode]

    Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode]
    Jun 10 2025
    Welcome back to the Sales Compensation Show! We’re breaking format to bring you a special conversation from RevOps Kickoff, our digital summit for revenue operations leaders. Originally recorded live, our panels brought together top minds in GTM, Sales Comp, and Strategy—and the response was too powerful to let the insights fade. So, we’re repurposing the best of those discussions here on the podcast. In this panel hosted by Kyle Webster, Chief of Staff at Forma.ai, you'll hear from: --> Christina Straggas, Head of Global Sales Compensation at Equinix --> James Jackson, Global Head of Sales Planning, Compensation, and Systems at Snowflake --> Nabeil Alazzam, Founder & CEO, Forma.ai Listen in to hear about: --> The unseen drivers of quota shortfall --> Compensation’s role in rep confidence --> Early signals to act on before targets are missed --> Aligning Sales, Finance, and Strategy to course-correct in real time
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    58 mins
  • Building a resilient RevOps function with Alana Kadden Ballon of Sprout Social

    Building a resilient RevOps function with Alana Kadden Ballon of Sprout Social
    Jun 3 2025
    If you’re in RevOps today, you’re juggling real challenges: aligning cross-functional KPIs, automating insights without losing context, scaling systems without adding fragility—and doing it all while navigating AI disruption and economic uncertainty. In this episode, Alana Kadden Ballon, VP of Revenue Operations at Sprout Social, shares how she’s built resilient RevOps functions that bend but don’t break. From SDR at Salesforce to leading ops at Duo Security, Wiz, and now Sprout Social, Alana’s seen—and solved—the full range of challenges scaling SaaS orgs from $10M to $500M+. You’ll hear her philosophy on making data actionable, embedding redundancy into your operating model, and rejecting silver-bullet thinking in favor of real, scalable systems.
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    43 mins
  • Positioning RevOps as the backbone of your GTM strategy

    Positioning RevOps as the backbone of your GTM strategy
    May 27 2025
    In this special episode from our RevOps Kickoff 2025 series, we explore how to position Revenue Operations as the strategic driver of your go-to-market engine. Hosted by RevOps Co-op Founder Matthew Volm, the panel features leaders from Birdeye, Sprout Social, Bottomline, and Cloudinary—sharing how they align teams, drive cross-functional accountability, and elevate RevOps from a support function to a central force in GTM success. If you're responsible for building scalable systems that connect planning to execution, and continually looking for ways to move beyond tactical firefighting to long-term GTM leadership, this one's a must-listen!
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    55 mins
  • Future-proofing RevOps: What high-impact leaders are prioritizing today

    Future-proofing RevOps: What high-impact leaders are prioritizing today
    May 20 2025
    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 panel discussions from our RevOps Kickoff 2025 digital conference. In this episode, Forma.ai's own Deniz Karadadas hosts a powerhouse panel of RevOps executives to unpack how top revenue teams planned for 2025 from the start. Tune in to hear from: Sowmya Srinivasan, VP of Revenue Operations at HubSpot Ali Rastiello, VP of Revenue Operations at Health Catalyst, and Tessa Whittaker, VP of Revenue Operations at ZoomInfo Together our seasoned experts cover: - Emerging RevOps trends and innovations for 2025 - Lessons learned in 2024—what worked and what didn’t - How to balance daily execution with long-term growth - Ways to drive cross-functional alignment using your tech stack - Factors that matter across the entire GTM motion This panel is packed with both tactical insights and executive-level strategy you don't want to miss!
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    51 mins
  • Breaking the sales planning VS. comp silo: How Allstate Canada drives sales performance

    Breaking the sales planning VS. comp silo: How Allstate Canada drives sales performance
    May 5 2025
    Brandon Farb—named one of the Top 50 Sales Comp Leaders to Watch in 2025—joins The Sales Compensation Show to unpack what happens when Sales Planning and Compensation operate as one unified, holistic function. As the leader of both teams at Allstate Canada, Brandon shares how this (often rare) structure drives agility, trust, and real results. From shifting to quarterly planning cycles to designing segmented comp plans that actually motivate, Brandon breaks down his data-driven, field-tested approach to building better sales performance. Whether you're redesigning comp, aligning GTM strategy, or just trying to simplify your payout logic—this episode is packed with insight.
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    52 mins
  • Inside Spotify's Global Sales Ops Machine: Forecasting, Compensation, and Growth at Scale

    Inside Spotify's Global Sales Ops Machine: Forecasting, Compensation, and Growth at Scale
    Apr 21 2025
    Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders must navigate shifting buyer preferences, regulatory changes, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. Wade Jastremski, Head of Revenue Management & Forecasting at Spotify , sat down with us on The Sales Compensation Show to take you behind the scenes of one of the world’s most influential media platforms. From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how Sales Ops at Spotify balances speed, scale, and data precision. In this episode discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more! Whether you're in SaaS, fintech, or media, this is a great conversation on operational excellence.
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    46 mins