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Engineering GTM agility: Lessons from scaling at Docusign and Snowflake
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From carrying a quota at Microsoft to leading global GTM strategy at Snowflake, James Jackson has seen the full spectrum of what it takes to scale—and then stabilize—high-growth teams.
In this episode of The Sales Compensation Show, James sits down with host and Forma.ai's CEO Nabeil Alazzam to break down:
- Why comp plans should express company strategy—not set it
- Lessons from his time with Docusign during a hypergrowth era (and the recalibration that followed)
- A “poor man’s LTV:CAC” metric used to rightsize GTM structure
- How to restore field trust when comp credibility is lost
- Translating executive priorities into clear, motivating plans for sellers, and
- Building for agility in a consumption-based sales model
Whether you’re leading RevOps, sales compensation, or GTM planning, James’s insights are gold for navigating complexity with clarity and confidence.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
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