Go To Masters Show

Hosted by Conversations with GTM experts by Everstage

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Episodes

144

Latest episode

Jun 2026

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About the show

In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.

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60 recent

June 6, 2026Episode 8548 min

Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline

Daniel Wolman is Head of Incentive Compensation at Dext, the bookkeeping automation platform, where he runs comp solo across multiple regions after 15 years in ops and RevOps. In this episode, he makes the case that RevOps should own comp because they're the only function that designs for behavior rather than cost control or fairness. He walks through how Dext restructured their account management plans from a single net revenue metric to split growth and retention targets, how to spot when reps are sandbagging deals because the plan is broken, and why CSM comp is so hard to get right when the role doesn't hold a revenue number. He also covers performance management, the shelf life of salespeople, and how to run a global comp function as a one-person team.

June 5, 2026Episode 8438 min

If a Rep Switches Products Because of Comp, Your Plan Is Working Against You

Ajay Erogbogbo is VP and Head of Revenue Operations and Strategic Initiatives at Pathward, a publicly listed financial holding company, where he designs incentive comp for commercial lending officers. In this episode, he breaks down how variable comp works when it's tied to loan origination volume with two-year clawback windows, why standardizing comp across product lines creates distortion when the risk profiles are different, and how he distinguishes between a performance issue and a design issue during monthly reviews. He also covers why the biggest structural comp mistake is designing for what's easy to measure rather than what creates value, and how giving BDOs a simulator to model their earnings changes the entire plan rollout conversation.

May 31, 2026Episode 8339 min

The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year

Ariana Farray manages 300+ payees across 40-50 comp plans at Flock Safety, one of the fastest-growing public safety companies in the US ($200M to $300M ARR in a single year, valued at $7.5B). In this episode, she walks through her full comp cycle from design through communication to measurement and course correction. She shares why pay versus performance is the report most comp teams skip, how a post-acquisition quota miscalculation led to sellers hitting their quarterly number in January, and why SPIFs should course correct behavior but never replace the plan. Plus her take on AI in comp: "It never tells anybody they have a bad idea.

May 30, 2026Episode 8226 min

Stop Running Mad Libs: What the Top 10% of Outbound Teams Do Differently

Kris Rudeegraap co-founded Sendoso after a decade in software sales, when he watched email go from effective to noise and started looking for a better way to build relationships with prospects. Today Sendoso is the leading direct mail and gifting automation platform, and Kris has spent years watching what separates high-performing outbound teams from everyone else. On this episode of GoToMasters, he and host Mike Groeneveld get into the "Mad Libs problem" — why 75% of teams are still running templated sequences that look identical — and what the top 10% are doing with AI and multi-channel to fix it. They also cover how the BDR role is splitting into two distinct profiles in 2026, what it takes for AEs to win longer enterprise sales cycles, and why personalization is what determines whether a direct mail gift lands or backfires.

May 29, 2026Episode 8120 min

When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution

Sam Wegman is VP of CX and Commercial Operations at Univar Solutions, one of the world's largest chemical and ingredient distributors, and has spent over 30 years in the industry. On this episode of GoToMasters, Sam and host Venkat Sabesan get into what makes comp design different in a commodity-driven, high-velocity B2B environment, including a case study on what happens when you pay only for the products you want to grow. They cover why Univar has always paid on gross margin rather than revenue, how they built a "trust and verify" system for fast-moving product lines, and why most comp inaccuracy problems trace back to master data, not the tool. If you run commercial or sales operations in distribution or manufacturing, this episode covers terrain that most software-focused comp conversations skip entirely.

May 23, 2026Episode 8013 min

Shawn Santos (StevenDouglas) on Compensation, Recruiter Burnout & Old Soul Operators

Most experienced recruiters will tell you the same thing quietly: when a candidate names compensation as their only reason for moving, it's a red flag, not a green light. Shawn Santos has spent almost 28 years placing CFOs, controllers, and VPs across accounting and finance, and the patterns are hard to argue with.Shawn is VP of Accounting and Finance Search at Stephen Douglas, where he's building out the New York and New Jersey market. He joins this episode of GoToMasters Finance Fireside for a conversation about what really moves senior finance leaders into new roles.He gets into where compensation actually sits in a job search (his framing: it's the ante in a card game), why the loudest, most extroverted recruiters tend to burn out at year three, and what separates the ones who stay 15 and 20 years. He's equally direct on tools — Bullhorn as the system of record, LinkedIn Recruiter and ZoomInfo as the discovery layer, MetaView as the AI note-taker that lets him stop transcribing and start listening — and on why bolting salespeople onto an existing CRM is one of the quietest ways to lose data integrity.He closes on the line that has guided his career: the next phone call you make can be the best phone call you make.If you're hiring senior finance talent, advising candidates through career moves, or trying to build a recruiting practice that survives past year three, this one's worth your time.

May 22, 2026Episode 7934 min

Good Habits vs. Process Augmentation: Why Most RevOps Teams Are Using AI Wrong

Colin Brown is VP of Revenue Operations at DDN, a company that powers AI infrastructure at scale for clients like XAI's Colossus data center. He came to RevOps from the front lines, having carried a sales quota, run marketing teams, and led post-sales. In this episode, he breaks down why most teams are sprinkling AI into existing processes for 15-minute wins instead of re-engineering those processes to get 1-3 days back per week. He also has a sharp take on the strategic RevOps seat: it's earned, not a right, and having access to a wide view doesn't mean you automatically get invited to the strategy room. Plus: why product roadmap changes are about to become the biggest comp planning blind spot, and why RevOps professionals need a clear value proposition instead of trying to do a little bit of everything.

May 16, 2026Episode 7851 min

If Your Process Only Works Because of Great People, You Don't Have a Process

Scott Johnson is Head of Revenue Operations at Zeitview, a visual AI company serving renewable energy and infrastructure operators at scale. He started his career carrying a bag at Black and Decker, and his CRO once introduced him to a sales team as "a guy that's carried a bag." In this episode, he breaks down why he builds individualized pipeline targets at the rep level instead of applying a blanket 3X coverage ratio, why he hires great people to extract their ideas into the process rather than to depend on them, and how he got to 95% forecast accuracy by combining transactional run-rate data with new business pipeline in Salesforce.

May 8, 2026Episode 7733 min

Winning the Battle vs. Winning the War: Why Comp Plan Buy-In Matters More Than the Design

Joseph Wong is Director of Incentive Compensation Design and Governance at Moody's. Before that, he managed comp integrations for Salesforce acquisitions including Slack, Tableau, and Traction on Demand. In this episode, he walks through his end-to-end planning process that starts six months before the fiscal year, why he refuses to pay on pipeline, and how he communicates hard comp changes by building calculators that show reps exactly how to earn more. He also shares his M&A comp playbook and why getting stakeholder buy-in is harder and more important than getting the design right.

May 1, 2026Episode 7617 min

Roxanne Dable on Why CRMs Fail When Reps Keep Spreadsheets

Roxanne Dable is the Director of Sales Operations at Zendesk, where she focuses on driving operational excellence and aligning sales processes to deliver customer value at scale. On this episode of the Go To Masters Show, she shares insights from 15 years across banking, fintech, SaaS, and healthcare, including her experience as a fractional COO during the pandemic.Why the biggest CRM mistake is treating it as data storage instead of an enabler that helps teams work smarterHow 100 required fields to close a deal forced reps to keep deals in spreadsheets, making pipeline reports unreliableThe COO lens: quota decisions don't just affect sales but impact finance, recruiting, and customer success capacityConnect with Roxanne: LinkedInFollow us: LinkedIn | X