Tune in for a conversation with Mark Schopmeyer, Co-Founder and Co-CEO of CaptivateIQ, on how incentive compensation can make or break the success of an early-stage company.

From the critical role of founding AEs to the delicate balance between keeping plans simple and aligning them with big-picture goals, Mark explains why no single model works for every business. They dig into the importance of trust and transparency in compensation plans, how leadership choices shape performance, and why cultural alignment is just as powerful as equity when it comes to motivating teams. You’ll also hear highlights from CaptivateIQ’s latest State of Incentive Compensation report, filled with trends and best practices that modern companies can’t afford to ignore.

Chapters

00:00 Introduction and Team Dynamics

02:51 Incentive Compensation Overview

05:49 Founding AE Concept and Compensation Strategies

08:49 The Importance of Simplicity in Compensation Plans

11:44 Leadership and Organizational Culture in Compensation

14:47 Equity Packages and Early Stage Hiring

17:28 Balancing Risk and Reward in Startups

20:30 The Role of Accountability in Startup Success

27:40 Building a Long-Term Vision

30:42 Incentivizing Performance: Equity vs. Compensation

32:20 Understanding the Bigger Picture in Startups

32:54 Unlocking Outsized Performance through Trust

34:25 The Role of Culture in Compensation

36:07 The Relationship Between Ops and Frontlines

39:02 Building Trust in Compensation Plans

42:21 The Value of High Performers

43:48 Behavioral Insights in Sales Performance

45:20 Integrating Performance Culture Post-M&A

46:28 Incentivizing Beyond Traditional Roles

51:25 The State of Compensation Report

References in the Show:

https://www.captivateiq.com/resources/captivateiq-2025-sales-compensation-benchmarks-report?

https://www.hrdive.com/news/2026-raises-to-hold-steady-compensation/759671/?

Quote of the Show:

"If there's anything I've learned working with startups and early stage companies and early stage founders, there's no correct way to do [things]. There's just a lot of methods to the madness. And I think founding AEs is no different.” - Mark Schopmeyer

Ways to Tune In:

• Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8
• Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190
• Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912
• YouTube: https://www.youtube.com/@CheatCodePodcast