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The Sales Compensation Show

The Sales Compensation Show

By: Forma.ai
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About this listen

 Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment.Copyrights © 2024 All Rights Reserved by Forma.ai Career Success Economics Management Management & Leadership
Episodes
  • Scaling RevOps in complex sales: How to bring structure to GTM

    Scaling RevOps in complex sales: How to bring structure to GTM
    Jun 26 2025
    Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure.
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    48 mins
  • 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
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I love the 30 min session with industry professionals giving actionable ideas, real life insights, and relatable feedback.

Great show for the active and aspiring sales compensation professional!

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