Go To Masters Show

Stacey Mangold is VP of RevOps at Axway, a publicly listed software company with over 11,000 customers worldwide. She's built comp plans from scratch at five companies and followed two leaders across multiple roles because she values learning from great operators over chasing titles. In this episode, she shares the company where comp plans didn't go out until Q2, her rule that reps should be able to explain their plan in two minutes, why she never changes a plan structure mid-cycle, and how Axway starts comp planning with strategy in Q3 before touching a single revenue number. Plus: the SDR comp plan that looked perfect on paper until nobody qualified the meetings.

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.

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

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, has spent his career across finance, operations, and strategy at JP Morgan, Amazon, and most recently Carbon 6, the e-commerce growth-tech platform he ran as GM for 1P revenue recovery before SPS acquired it last year.In this episode of GoToMasters, Makarand breaks down where 1P brands actually lose money, and it’s rarely where finance is looking. He gets into the ROI mindset that separates brands that triple their 1P sales in a year from ones that flatline; the 120-day cash cycle that quietly breaks brands long before their products fail; and what he calls death by a thousand paper cuts: deductions, compliance fees, and shortages that look small per transaction but aggregate to 5–10 percent of sales every year.He’s equally direct on what separates companies that scale efficiently from ones that struggle. They codify revenue before they grow, defining pricing bands, ideal customer, and what counts as a good deal so growth doesn’t just add bad business to the P&L. They keep decision-making lean enough that nothing sits in no-man’s land. And they practice what Makarand calls discipline business paranoia: not fear, but the constant question of what breaks if we double, plateau, or lose 20 percent of margin.If you’re a finance, RevOps, or e-commerce leader thinking about scaling discipline, profitability leakage, or how AI changes the operator’s job, this one’s worth your time.

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 business risk to the CRO. The next you're debugging a Salesforce issue with a rep. Same day. Same person.In this episode, Katrin breaks down what that actually looks like in practice, the four signals she uses to diagnose business health, why quota attainment can mask serious rep participation risk, how she thinks about pipeline coverage beyond the month-end snapshot, and what good CPQ does for trust across the whole revenue org.She also gets into where AI genuinely earns its keep (thought partner, not magic), and what she'd tell anyone trying to break into this world: take the sales role if it's open, go to the events, and don't be precious about the path.If you've ever struggled to explain what RevOps actually does or you're trying to get better at operating across every altitude of the business, this one's worth your time.

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 breaks down what it actually means to build sustainable finance operations at a high-growth SaaS company, getting org structure right before anything else, assigning real ownership rather than tasks, and compounding small improvements week over week until the gap between where you started and where you are becomes undeniable.He's equally direct on AI. Not hype, not magic, treat it like a junior analyst. It needs good prompts, constant correction, and a human who knows when the output is wrong. But when it works, it buys back the 15 and 30-minute chunks of time that add up to hours of strategic thinking you couldn't access before.He also gets into comp plan design from a CFO's lens: why the instinct to set a 10% commission rate without checking the math against ACV and deal cycle is how you set reps up to fail and what RevOps actually needs to do to connect sales, finance, and operations without creating friction.If you work in finance, RevOps, or GTM leadership at a growth-stage company, this one pays off.

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 Show, she shares what that unconventional path taught her about designing systems that flex, where comp plans break trust before anyone notices, and why she thinks AI's biggest promise has nothing to do with speed.Why rigidity is the biggest risk in RevOps and why falling in love with the problem beats falling in love with the processThe quiet side of comp trust erosion: when the RevOps team can't explain the plan either, you've already lost on both endsWhy AI's real value isn't speed but signal quality, and what it looks like when teams build for the wrong metric

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 most teams get wrong about comp planning before they ever run the numbers.Why RevOps should never sit under sales, and what happens to long-term revenue health when it doesThe right order for building RevOps from scratch: ICP clarity and customer lifecycle first, team accountability second, tech stack lastWhy every comp plan is a behavioral experiment, and why modeling at 50%, 80%, and 100% attainment before rollout is non-negotiable

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 insights, systems, process, commissions planning, and customer 360. He explains why forecasting accuracy within a 5% threshold changes how the entire business plans, shares a salary analogy that makes unpredictable revenue feel personal, and talks about how AI tools like Copilot are changing what sales reps can focus on during live conversations.He also gets specific on commission planning and CPQ: why simplicity matters more than sophistication, what good CRM hygiene actually requires, and the three things he’d tell anyone building a RevOps function from scratch.Topics covered: RevOps frameworks, forecasting and predictability, commission planning, CPQ implementation, AI in revenue operations, CRM structure, and building RevOps teams across company sizes.

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 how she fell into sales ops by accident, spotted a quota overlap at Adobe that leadership was dismissing as rep complaints, and used data to prove it was structural. She shares her framework for comp design: start with the math, but don’t worship it. Use quantitative models as guardrails, then layer on qualitative context from the field to figure out what’s actually sustainable.She also covers how owning deal desk changed the way she thinks about incentives across the full deal lifecycle, where AI adds real value in sales ops (and where human judgment still has to stay in the loop), and her three pieces of advice for anyone building a career in the space: get close to the field, respect the data without worshiping it, and think in systems.

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, he shares what two decades of market-building in Latin America actually taught him about partnerships, talent gaps, local nuance, and why the companies that get the region right go partner-first before anything else.Why partner-first isn't optional in LATAM, and the billing, collections, compliance, and talent realities that make going direct alone a costly mistakeThe three lessons from Microsoft and Google he still runs GTM by today: data-driven decisions, measurable goals at every level, and the discipline of execution cadenceHow AI is changing sales operations from the inside, and the real-time backend performance bottleneck that most operators never think aboutConnect with Andre: LinkedIn Follow us: LinkedIn | X

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 transformation actually looks like from the inside: why culture is the real barrier to AI adoption, and what it takes to lead global teams through that kind of change.Why 80% of finance use cases are automatable today, and what the companies sitting on the sidelines will face in five yearsThe three-part leadership framework Jason learned from a mentor (command, calm, and candor), and why candor sometimes means walking away from revenueHow he unified distributed teams across three geographies by fixing the one thing most global leaders overlook: inclusion in the same room at the same timeConnect with Jason: LinkedIn Follow us: LinkedIn | X

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 start, and what separates companies getting real outcomes from those chasing shiny objects.Why doing one AI use case completely beats running 50 halfway, and the FOMO that keeps pushing teams toward the latterThe data-first framework: take stock of what you have, centralize it, connect the sets, and only then ask what becomes possibleHow top brands decide whether a new channel is worth the investment, and why focus is a competitive advantage most teams underestimateConnect with Matt: LinkedIn Follow us: LinkedIn | X

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 attrition faster than anything—and why what reps focus on is always what they get paid onHow showing a graph of rep productivity going from 20 to 40 sales overnight made leadership realize you can't 2X productivity instantlyWhy sales comp is an emotional topic about someone's livelihood—data alone won't get buy-in if you ignore the human sideConnect with Shiv: LinkedInFollow us: LinkedIn | X

Burak Ciflikli is the Chief Operating Officer at JotForm, a bootstrapped online form builder celebrating its 20th anniversary with 35 million organizations in its user base. On this episode of the Go To Masters Show, he shares insights from his journey as a software engineer turned COO, and how staying investor-free gave JotForm the freedom to focus entirely on what customers actually need.Why bootstrapping creates freedom to build for customers rather than maximize investor returnsHow a hack week idea about "forms that can talk" pivoted into a full customer service AI productWhy the COO's job in an ideal world is to not be needed at all—creating space for the founder to act like a founderConnect with Burak: LinkedInFollow us: LinkedIn | X

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations—delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust.Why shadow accounting happens when reps don't trust the system—daily transparency eliminates mysteriesThe three-legged stool: people (aligned teams), process (documented intake), and systems (data + internal auditor)How treating comp as strategic versus back-office gets you a seat at the table through storytelling with dataConnect with Melissa: LinkedInFollow us: Linkedin | X

Darren Fay is the VP of Operations at Littera, one of the few full-service AI-native legal software companies. On this episode of the Go To Masters Show, he shares insights from an unconventional path—starting as a firefighter where process and procedures became second nature, then leading operations across Sprint, seed-stage startups, and publicly traded companies.Why firefighting prepared him for operations—both require following processes to keep scenes safe and stableThe Five Whys methodology: solve root causes, not surface issues that keep rearing their ugly headsWhy comp plans fail when they're too complex or tied to outcomes reps can't controlConnect with Darren: LinkedInFollow us: Linkedin | X

Benito Piuzzi is the Senior Vice President of Organization Strategy at Lakeview Loan Servicing. On this episode of the Go To Masters Show, he shares insights from scaling better.com from a figure to massive growth in 18 months, his McKinsey consulting foundation, and now navigating mortgage tech acquisitions—all through the lens of intentional operations and strategy.Why businesses that win with AI won't have better AI—they'll have better strategies, talent, and org structuresThe "widget model" that scaled better.com: treating mortgage like an assembly line with precise gearing ratios per roleHow voice AI held a 20-minute conversation without the customer knowing—and what that means for lead conversionConnect with Benito: LinkedInFollow us: Linkedin | X

Christopher Goff is the Senior Director of Sales Compensation at LabCorp. On this episode of the Go To Masters Show, he shares insights from "growing up in sales operations"—falling into comp when his manager left three months in, then bridging the language barrier between HR and sales across quotas, territories, market analysis, and now global compensation spanning 35+ countries.Why comp leaders are speechwriters, not speakers—you support the business's message, not deliver your ownHow handwritten notes and walking cube-to-cube saying "thank you" create cultural shifts that people remember decades laterThe library approach to global comp: consistent skeleton with regional "meat" pulled from agreed-upon measuresConnect with Christopher: LinkedInFollow us: Linkedin | X

Ankit Chopra is the Director of Financial Planning and Analytics for Cloud and AI Products at Neo4j. On this episode of the Finance Fireside podcast, he shares insights from applying AI and ML models to forecasting across Meta, Mambo, Atlassian, and Kespry—expertise that's now mainstream as the world catches up to what he's been doing for a decade.Why finance is the "central nervous system" tracking and sending signals across product, engineering, and GTM teamsThe pricing alignment triangle: customer value, usage, and financials must all synchronize for sustainable growthHow partnerships with cloud/AI providers create shared ecosystems of efficiency versus local optimizationConnect with Ankit: LinkedInFollow us: Linkedin | X

Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrongThe "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM?Why RevOps should build for the rep, not the board—because unhappy reps don't follow processes, which makes boards unhappy anywayConnect with Jordan: LinkedInFollow us: Linkedin | X

Mark Rosenthal is the Chief Revenue Officer at Castle, a $200 million managed security-as-a-service company focused on commercial real estate. On this episode of the Finance Fireside podcast, he shares insights from scaling revenue across vastly different stages—from $194K ARR to $35M at HQO, leading a $3.5B business at Google, and now $200M at Castle.Why great sales leaders are skeptical while great salespeople are optimistic—and how to balance bothThe "Three Moments of Truth" framework: champion confirmed, time-based incentive, and executive flyover emailWhy he interviews every candidate, from salespeople to coordinators—holding the bar matters at every stageConnect with Mark: LinkedInFollow us: Linkedin | X

Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race—from early mobile networks to today's low earth orbit satellites connecting handsets directly from space.Why the sales cycle isn't about closing deals—it's about solving customer problems and building recurring businessHow Nigerian teams taught him cultural sensitivity: "You can't tell a Nigerian how to do business—understand the sensitivities first"The compensation formula for long cycles: higher base, revenue recognition triggers, and massive accelerators for overachievementConnect with Brian: LinkedInFollow us: Linkedin | X

Salina Dayton is the Head of Sales Operations for the Americas at Moxa, a Taiwanese industrial connectivity device company. On this episode of the Go To Masters Show, she shares insights from a career spanning Starbucks, banking, software, semiconductors, and now industrial tech—starting as a dental hygiene major who discovered her problem-solving superpower.Why AI is a tool to "see around corners" but still delivers child's drawings of horses sometimesHow data-driven decisions threaten teams without the right culture—and how to build trust insteadThe art of asking indirect questions across cultures: "If you were going to do this, what would you do differently?"Connect with Salina: LinkedInFollow us: Linkedin | X

Pinky Raina is a seasoned finance executive with CFO experience across manufacturing and sporting industries. On this episode of the Go To Masters Finance Fireside podcast, she shares insights from leading finance functions that prove the industry-agnostic nature of finance leadership—from Deloitte external auditing to CFO roles managing treasury and board relations.Why R&D cuts are tempting but dangerous—the sporting industry lesson that changed her perspectiveHow to build depth and breadth of capability to make yourself "marketable" as a finance leaderThe foundation-first approach: clean ERP systems and data before chasing AI buzzConnect with Pinky: LinkedInFollow us: Linkedin | X

Jane Akczinski is the Global Sales Compensation Manager at Rithum. On this episode of the Go To Masters Show, she shares insights from a career spanning sales operations and finance, starting from writing mainframe code to extract data to now designing global compensation programs that balance fairness, transparency, and business growth.Why more client meetings don't necessarily cause higher revenue - the correlation vs. causation trapHow legal and HR should be on speed dial for global comp teams navigating local labor lawsThe human element AI can't replace: fixing errors, handling exceptions, and building trust with repsConnect with Jane: LinkedInFollow us: Linkedin | X

Nabeel Ebeid is the VP of Revenue Operations at Wonderkind. On this episode of the Go To Masters Show, he shares insights from a career combining finance and operations across ExactTarget (IPO'd and acquired by Salesforce), Active Campaign, Cheetah Digital's spinoff and merger to become Marigold, and multiple M&A transactions.Why typing bigger numbers into spreadsheets doesn't create capacity—only wishful thinking doesHow managing a forgotten Brazil office taught him to listen more than speak in leadership rolesThe difference between quota (compensation question) and capacity (operational reality)Connect with Nabeel: LinkedInFollow us: Linkedin | X

Sunil Kausik is the Director of Revenue Operations at Semrush. On this episode of the Go To Masters Show, he shares insights from two decades in RevOps and incentive compensation, starting as India's #1 life insurance sales rep and evolving through banking, Accenture consulting, and now global sales operations.Why scalability and repeatability trump custom solutions—you shouldn't reinvent the wheel with every pivotThe McDonald's principle: Keep processes so simple that innovation becomes possibleHow AI should handle mundane tasks so humans can have "richer conversations" about helping reps buy housesConnect with Sunil: LinkedInFollow us: Linkedin | X

Preston Toone is the Director of Revenue Operations at Weave. On this episode of the Go To Masters Show, he shares his unconventional journey from SDR to leading post-sales operations, building the first dedicated post-sales ops function at Weave.Why RevOps can't be "a mile wide and an inch deep"- you need depth across the entire revenue cycleHow post-sales operations unlock value that sales ops alone can't captureThe career principle that drove his rise: prove more value than you're being paid before asking for promotionConnect with Preston: LinkedInFollow us: Linkedin | X

Saurabh Kapadia is the Director of Revenue Operations at Together AI. On this episode of the Go To Masters Show, he shares insights from seven years in RevOps, including building at Fivetran during hypergrowth, scaling at public company Asana, and now architecting systems at an AI-native startup.Why only actionable data belongs in your CRM—everything else is just noiseHow smart enrichment using AI signals beats traditional firmographic data for ICP matchingThe journey from Salesforce admin at a university to managing revenue systems across three companiesConnect with Saurabh: LinkedInFollow us: Linkedin | X

Vivek Vishal is the Senior Director of Sales Excellence at PIP Global Safety. On this episode of the Go To Masters Show, he shares insights from leading sales strategy across Dell Technologies' $40 billion portfolio, Honeywell's PPE divestiture, and now driving 2.5 billion in PPE products that protect frontline workers.How predictive analytics during COVID ensured critical product availability when senators called about laptop shortagesWhy compensation plans must be explainable in 60 seconds or they won't motivate your sales forceThe evolution from Excel-based operations to RevOps as the nervous system connecting all functionsConnect with Vivek: LinkedInFollow us: Linkedin | X

Steph Allen is the CFO at Accela. On this episode of the Go To Masters Finance Fireside podcast, she shares insights from three years as CFO at fast-growth companies, focusing on sustainable scaling and transforming finance from a compliance function into a strategic business partner.Why cash flow clarity is the first strategic lever in any new CFO roleHow dynamic dashboards transform finance reporting from static compliance to real-time decision engineThe shift from mentorship to sponsorship for accelerating women leaders in financeConnect with Steph: LinkedInFollow us: Linkedin | X

Colin Towner is the VP of Global Commercial Operations at Shockwave Medical. On this episode of the Go To Masters Show, he shares insights from over 20 years across eight medical device companies, spanning vascular, orthopedics, GI, and urology.How machine learning transforms revenue forecasting from simple statistical models to multi-factor predictionsWhy compensation plan simplicity prevents reps from gaming the system through group coordinationThe evolution from routine analytics to strategic "what's next" thinking as AI handles standard reportingConnect with Colin: LinkedInFollow us: Linkedin | X

Yassine Almiaadi is the Head of Revenue Operations and GTM Strategy at AirTies. On this episode of the Go To Masters Show, he shares insights from leading the transition from a hardware company to a pure software business in the telco smart Wi-Fi space.Navigating revenue recognition traps when moving from hardware to SaaS business modelsBuilding cross-functional forecast accuracy by stress-testing sales data against product signalsWhy RevOps professionals must become fluent in P&L, not just CRM systemsConnect with Yassine: LinkedInFollow us: Linkedin | X

Kapil Duggal is the Head of Finance, India at Transaction Network Services, a subsidiary of Coke Global Solutions. On this episode of the Go To Masters Finance Fireside podcast, he shares insights from 20 years leading finance operations across record-to-report, order-to-cash, and procure-to-pay functions.How virtue trumps talent when building high-retention finance teamsReading balance sheets, cash flow, and AR aging as vital signs of business healthWhy automation and AI are transforming routine finance work without losing human judgmentConnect with Kapil: LinkedInFollow us: Linkedin | X

Wayne Chiang is the Director of Sales Compensation at Cribble. On this episode of the Go To Masters Show, he shares insights from over 20 years navigating sales comp across insurance, legacy tech, and high-growth SaaS startups.How compensation design evolves from hyper-growth ARR focus to consumption-based stickiness modelsWhy companies should adopt SPM solutions the moment they create a sales comp functionThe six-month symphony required to roll out comp plans that actually drive behaviorConnect with Wayne: LinkedInFollow us: Linkedin | X

Jeremy Whiteman is the Senior Director, Sales Operations and Commercial Excellence at Resideo. On this episode of the Go To Masters Show, he shares how early experience carrying a bag shaped his approach to leading six distinct sales ops functions.Building agility as a core competency to navigate uncontrollable market dynamics and leadership changesDesigning end-state visions that prevent reactive firefighting and enable proactive transformationTreating tech stack evaluation like grocery shopping—never without a clear list and meal planConnect with Jeremy: LinkedInFollow us: Linkedin | X

Hope Blaythorne is the Chief of Staff, Revenue at Octopus Deploy. On this episode of the Go To Masters Show, she shares insights from her journey across sales, channel management, customer success, and operations leadership.Navigating from enterprise hierarchy to startup meritocracy while building cross-functional alignmentEmbracing change as opportunity rather than obstacle in volatile GTM environmentsRethinking compensation and recognition for a new generation of sales professionalsConnect with Hope: LinkedInFollow us: Linkedin | X

Sara Terlecki is the Director of Sales Operations at Dialight. On this episode of the Go To Masters Show, she shares her unconventional path from retail management to leading sales ops in complex manufacturing environments.Bringing clarity to chaos through cross-functional alignment in industrial manufacturingBuilding trust across teams as the foundation for operational transformationNavigating the unique challenges of sales ops in physical product environmentsConnect with Sara: LinkedInFollow us: LinkedIn | X

Peter Van Lier is the Senior Sales Operations and Commercial Excellence Leader at Imperative Care. On this episode of the Go To Masters Show, he shares his journey from coding data warehouses at multinational medical device companies to building RevOps systems from dollar zero at a neurovascular startup.How sales and operations planning prevents hyper growth from outstripping capacity in every departmentWhy territory planning requires adding human color to black and white analytics dataThe FC Barcelona approach to developing RevOps talent in-house rather than fighting competition for itConnect with Peter: LinkedInFollow us: LinkedIn | X

Juan Felipe Mejia is the Senior Director of Global Sales Compensation and Operations at UiPath. On this episode of the Go To Masters Show, he shares 20 years of sales compensation expertise across multiple industries, blending finance, strategy, and psychology to influence behavior through numbers.How Monte Carlo financial modeling projects different attainment scenarios for global comp planningWhy automation reduces manual effort by 40-50% while improving rep trust and visibilityThe ""drink your own champagne"" approach to implementing automation-first solutionsConnect with Juan Felipe: LinkedInFollow us: Linkedin | X

Matthew Thompson is the Chief Revenue Officer at Socure, the global leader in identity verification and fraud prevention. On this episode of the Go To Masters Show, he shares how 11 years in Army Special Operations shaped his approach to building high-performing GTM teams through trust, shared consciousness, and empowered execution.The Team of Teams framework: building trust through common purpose and empowered executionWhy he audited existing RevOps tech stack for AI enhancements before chasing new toolsHow leaders must be visible and deep in details without doing the work for their teamsConnect with Matthew: LinkedInFollow us: Linkedin | X

Erik Hofstede is the VP Revenue and Customer Operations at GoGuardian. On this episode of the Go To Masters Show, he shares his unconventional journey from chemical engineering to RevOps leadership and how he tripled a business by challenging subscription models.The leadership success profile: Think strategically, build teams, drive results, inspire action, innovate for impactHow seller "follow me homes" reveal where organizations fall down in supporting their teamsWhy working "on the business" vs "in the business" transforms growth trajectoriesConnect with Erik: LinkedInFollow us: Linkedin | X

Yun Wong is the VP of Finance Systems Transformation and M&A Integration at Datavant and founder of Falcon Transformation LLC. On this episode of the Go To Masters Finance Fireside, she shares 23 years of finance transformation experience from stapling receipts to leading enterprise-wide integrations.How to integrate M&A deals in four months through proactive playbook development and governanceWhy understanding company history prevents going in "hot" and creating conflict management issuesThe shift from manual bank reconciliations to AI handling 80% of mundane finance tasksConnect with Yun: LinkedInFollow us: Linkedin | X

Terry Kim is the Senior Director of Finance and Business Operations for Asia at Coupa Software. On this episode of the Go To Masters Finance Fireside, he shares his journey across consulting, banking, and SaaS leadership spanning multiple continents.The crawl, walk, run approach to transformation while staying comfortable with gray areasWhy successful change management requires understanding everyone's appetite for change differentlyHow being objective-oriented beats process-oriented when working across global teamsConnect with Terry: LinkedInFollow us: Linkedin | X

Sam Clark is the Director of Revenue Operations at SolutionReach. On this episode of the Go To Masters Show, he shares his journey from technical support to RevOps leadership and his unique approach to fixing leaky funnels through failure analysis.Why AI should be your most reliable data recorder, not just a content generatorHow understanding your failures drives better ROI decisions than focusing only on winsWhy future RevOps leaders need business acumen over technical certificationsConnect with Sam: LinkedInFollow us: Linkedin | X

Jesse Morris is a Tech Founder and Global Revenue Operations Leader at Never Ever Ordinary. On this episode of the Go To Masters Show, he shares his math geek approach to solving big problems and building global teams across 15 countries.The Wayne Gretzky principle: skating to where the puck is going in your career movesWhy agentic AI requires maniacal focus on one use case with quantifiable value firstHow "do what you say you're going to do" separates successful leaders from the restConnect with Jesse: LinkedInFollow us:  Linkedin | X

Doug Rendler is the Sales and Business Development Leader at A10 Networks. On this episode of the Go To Masters Show, he shares his quarterback approach to building high-performing sales teams and navigating high-growth transitions.The honey badger mindset: building resilience through discipline over motivationHow AI becomes your sales teammate, not replacement, in day-to-day workflowsWhy top performers are selfish with their time and focus only on revenue-generating activitiesConnect with Doug: LinkedInFollow us: Linkedin | X

Ari Mukherjee is the Vice President at Appian. On this episode of the Go To Masters Show, he shares how his McKinsey consulting background shaped his operational approach to building scalable go-to-market engines.Building thought partnerships through value engineering rather than product-focused conversationsImplementing RPA accountability meetings to create natural coaching moments for sales teamsDeveloping ownership mindset and operational discipline as cornerstones of GTM successConnect with Ari: LinkedInFollow us: Linkedin | X

Sharan Balasubramanian is the Senior Manager of Incentive Compensation, Analytics and Reporting at Sun Pharma. On this episode of the Go To Masters Show, she shares insights from the pharmaceutical industry where sales reps don't directly influence sales but must navigate complex stakeholder ecosystems.Understanding pharmaceutical industry complexities where multiple moving parts affect simple prescriptionsDesigning fair incentive compensation across diverse geographies and product lifecyclesUsing field rides and continuous feedback loops to make analytics truly useful for end usersConnect with Sharan: LinkedInFollow us: Linkedin | X