Post by Everstage

Samantha J. applied for a marketing internship in college and got a call from sales ops instead. That unexpected pivot turned into a career in revenue operations. She started at Adobe, where she helped identify gaps in product specialist incentives and worked with Adobe’s global GTM team to better align comp with sales strategy. She later built on that foundation at Intermedia before helping lead the broader GTM engine at H2O.ai. Her approach to comp design comes down to one question: what behavior does this drive on a Tuesday afternoon when a deal slips? She starts with the math, but she doesn’t worship it. The model gives you guardrails. The real test is whether the plan holds up when you layer in what reps are actually experiencing in the field. She also talks about how to separate signal from noise in rep feedback. Her rule: if ten reps independently raise the same issue, it’s probably a structural flaw and it’s on ops to validate it with data and bring it to leadership. Her benchmark for whether a comp plan is working: reps stop talking about comp and start talking about customers. That’s exactly why this conversation with Everstage matters, because the best revenue systems don’t just track outcomes, they drive the right behavior from quote to commission. Full episode on Spotify and Apple Podcasts- Spotify: https://lnkd.in/gZ4k88C5 Apple Podcasts: https://lnkd.in/gPtys4MC #gotomasters #revops #salesops