How do I incentivize my reps to crush their quotas? What is the right comp structure? How should I set up my territory planning? These questions are difficult enough for sales and ops leaders during a normal year. Today, those critical decisions are exponentially more complex and significant as teams across the organization are remote and territory coverage becomes digital.

What you'll learn:

  • How sales leaders should be thinking about quotas
  • Different compensation models to consider and evaluate when setting one up
  • What is the right territory coverage for remote teams


Christian Borrelli
Christian Borrelli
Vice President of Sales

Christian leads sales at CaptivateIQ. Previously, Christian held leadership positions in the Business Operations & GTM teams for Siemens and Finance & Operations teams for Cybereason and Tibco Software. Christian graduated from Bentley University.

Rosalyn Santa Elena
Rosalyn Santa Elena
VP of Global Revenue Operations at Neo4j

With 20+ years of experience leading GTM and Revenue Operations at both enterprise companies and at high growth start-ups, Rosalyn Santa Elena has a passion for building and optimizing teams, processes, and systems across revenue teams. Sales compensation is where she started her Operations career and therefore, it holds a special place in her heart! She is currently the VP of Global Revenue Operations at Neo4j and Host of The Revenue Engine Podcast and serves as an Advisor at several high growth companies. Rosalyn is also an active leader in multiple organizations where she is a champion of all things Operations.

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