In this episode, Chris Strom sits down with James Jackson, VP of Revenue Operations at Canva, to discuss how companies should approach sales compensation planning.

James shares lessons from his experience leading RevOps and go-to-market strategy at companies like Microsoft, Cisco Meraki, DocuSign, Snowflake, and now Canva. The conversation covers how compensation plans should reflect company strategy, how different sales roles' comp plans should be structured, and how RevOps leaders can manage comp planning across sales, finance, and leadership.

They also discuss common comp plan mistakes, when to make mid-year adjustments, and how to align incentives across account executives, BDRs, and customer success teams.

If you work in RevOps, sales operations, or go-to-market leadership, this episode provides a practical look at how compensation planning works inside high-growth companies.

Topics covered:

• How sales compensation should reflect company strategy
• Structuring comp plans for AEs, BDRs, and CSMs
• Quota design and attainment expectations
• Aligning sales, finance, and RevOps on comp planning
• What to do if you need to adjust comp plans mid-year
• Using SPIFFs vs. redesigning comp plans
• Lessons from companies going through different growth velocities

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What does it actually take to merge the go-to-market operations of three very different companies?

In this episode of The RevOps Hero Podcast, Chris Strom sits down with Emily Critchfield, VP of Revenue Operations at Superhuman, to talk through how her team is bringing together the GTM engines of Grammarly, Coda, and Superhuman into a single, unified company.

Emily shares how Superhuman is approaching post-acquisition RevOps in practice: merging systems and teams, deciding when to sell separately vs. co-sell, aligning sales motions, redefining account ownership, and building repeatable playbooks for future integrations. She also shares how they use Coda internally to run their “RevOps Mission Control” for their go-to-market team.

If you’re responsible for RevOps, sales operations, or GTM strategy at a growing company—especially one navigating mergers or multiple products—this episode offers a rare, honest look at what works, what’s hard, and how to think about integration the right way.

Topics covered:

• Merging GTM systems and teams after multiple acquisitions
• Account ownership and sales team structure decisions
• Building forecasting and RevOps “mission control” systems using Coda
• Building repeatable playbooks for future M&A
• Reducing friction for your sales team during change

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In this RevOps Hero episode, Chris Strom interviews five marketing leaders live at Dreamforce to unpack why top teams still invest in in-person events — and exactly how they plan, execute, and measure them. We cover pre-event planning and process, on-site actions (booth, breakouts, side events), post-event follow-up, and how these leaders run attribution that ties events to pipeline and revenue.

You’ll learn:

• How in-person accelerates trust (and thus deal velocity)
• What to do leading up to the event (lists, invites, cadences, creative, logistics)
• On-site tactics that actually convert (meetings, scans, activations)
• Post-event follow-up that doesn’t feel spammy
• Simple, workable attribution (lead source + campaign influence) and realistic ROI targets

Guests:

Ann-Marie Fleming (Traction Complete), Laura Sweet (Riva), Rachel Kim (Mutiny), Milissa Holland (Spaulding Ridge), Aishling Finnegan (Copado)

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