Go To Masters Show

Jelle is VP of Revenue Operations at Oyster, the global employment platform. Before Oyster, he ran GTM strategy at Miro, and before that, he spent five years at Adyen building the RevOps function from one person to a 65-person global team. He joins GoToMasters for a conversation about what it actually takes to build a RevOps function from zero, and what most leaders miss when they try.

Most ramp programs are just bad instructional design dressed up as onboarding. A week of PowerPoints, a parade of decks, and then we throw new sellers on the floor and hope. Robby Halford has watched this break sales teams for over a decade — and built something different. Robby is VP of Go-to-Market Performance at Momentive Software, where he oversees enablement, business development, marketing o...

The biggest mistake finance teams make today is hiring for patterns. Same degree, same Big Four background, same SaaS experience — and then leadership wonders why they get average results. Hadas Sheinfeld has spent her career making the opposite bet. Hadas is Director of Finance at Sisense, where she manages finance operations across Israel, the US, and Ukraine. She joins GoToMasters for a convers...

A 30% productivity gain from AI delivered zero more customer visits. Caroline Rocha knows a comp team that lived through that exact outcome — the hours just moved to weekends and evenings, where the sellers had quietly been working all along. Caroline is Manager of Global Services Compensation at Just Eat Takeaway, with 15+ years designing sales incentives across Brazil, Japan, and the Netherlands...

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...

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 t...

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 p...

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,...

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...

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 buildin...

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 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 bla...

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 bui...

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...

Selling on Amazon as a brand is two completely different jobs depending on whether you’re 3P or 1P. In 3P, the brand controls price and carries inventory risk. In 1P, the retailer owns the inventory, controls price, and the brand has to think in terms of margin, not revenue. Most brands miss that shift, and the P&L tells the story. Makarand Bidikar, Director of Revenue Recovery at SPS Commerce...

Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once. Katrin Gurvich, GTM Business Partner at Navan, has a better frame for it: the role requires you to be bilingual. Not in the language sense, in the ability to switch context, altitude, and audience without losing the thread. One minute you're in a QBR presenting...

Matt Jacobson has spent 30 years in finance, investment banking, corporate strategy, venture investing, and the last 12 building and scaling venture-backed companies as CFO and COO. He's developed a simple framework for how careers and organizations grow: learning, doing, building. And in his telling, none of those phases ever fully ends. In this episode of GoToMasters Finance Fireside, Matt break...

Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through traditional RevOps channels — she started in administrative and legal roles, learned the business by sitting in on executive conversations, and built her way into operations from the ground up. On this episode of the Go To Masters Sh...

Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight years at the company, starting as a BDR before moving into RevOps. On this episode of the Go To Masters Show, she shares what building a RevOps function from scratch actually requires, why process has to come before tools, and what m...

Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human trafficking. Before ThetaRay, he spent 20 years in revenue operations across organizations ranging from 10,000+ employees to early-stage startups. In this episode, Jatinder breaks down his five-pillar RevOps framework: data and insi...

Samantha Joswick is the Senior Manager of Sales Operations at H2O.ai, where she owns the full GTM engine: compensation, deal desk, analytics, and systems. Before H2O.ai, she spent several years at Adobe working on product-level comp plans for the global digital marketing sales organization, and led end-to-end compensation at Intermedia Cloud Communications. In this episode, Samantha talks about ho...

Andre Serpa is the Area Vice President for Latin America at ClickHouse, a real-time analytical database company, based in São Paulo. He spent a decade at Microsoft, nearly six years as one of the earliest employees of what became Google Cloud, and then four years each at Elastic and Neo4j, always building LATAM go-to-market operations from the ground up. On this episode of the Go To Masters Show,...

Jason Martin is the VP of Credit and Collections at Kaseya, a global IT management software company operating across North America, EMEA, and APAC. He spent 21 years at Datavant, rising from entry-level collector to Head of Finance Operations and watching the industry move from paper records to bot automation to AI. On this episode of the Go To Masters Show Finance Fireside, he shares what finance...

Matt Dornfeld is the Senior Director of Global AI GTM at Commerce, the public holding company behind BigCommerce and Feedonomics, where he leads the effort to embed AI across every workflow in the revenue organization. On this episode of the Go To Masters Show, he shares what building an AI GTM practice from the inside actually looks like. He covers why most teams sabotage themselves before they s...

Shiv Walia is the Director of Sales Compensation at A Place For Mom, leading comp strategy in the senior living industry. On this episode of the Go To Masters Show, he shares insights from 12 years in GTM, starting as a computer engineer at Accenture, then moving through sales ops at Dell and Mindbody before specializing in compensation across B2B and B2C models. Why a bad comp plan causes attriti...