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.