The RevOps Hero Podcast

In this episode, Chris Strom sits down with James Jackson, VP of Revenue Operations at Canva, to discuss how companies should approach sales compensation planning.
James shares lessons from his experience leading RevOps and go-to-market strategy at companies like Microsoft, Cisco Meraki, DocuSign, Snowflake, and now Canva. The conversation covers how compensation plans should reflect company strategy, how different sales roles' comp plans should be structured, and how RevOps leaders can manage comp planning across sales, finance, and leadership.
They also discuss common comp plan mistakes, when to make mid-year adjustments, and how to align incentives across account executives, BDRs, and customer success teams.
If you work in RevOps, sales operations, or go-to-market leadership, this episode provides a practical look at how compensation planning works inside high-growth companies.
Topics covered:
How sales compensation should reflect company strategy
Structuring comp plans for AEs, BDRs, and CSMs
Quota design and attainment expectations
Aligning sales, finance, and RevOps on comp planning
What to do if you need to adjust comp plans mid-year
Using SPIFFs vs. redesigning comp plans
Lessons from companies going through different growth velocities
Subscribe for more conversations on revenue operations, go-to-market strategy, and scaling sales teams.

What does it actually take to merge the go-to-market operations of three very different companies?
In this episode of The RevOps Hero Podcast, Chris Strom sits down with Emily Critchfield, VP of Revenue Operations at Superhuman, to talk through how her team is bringing together the GTM engines of Grammarly, Coda, and Superhuman into a single, unified company.
Emily shares how Superhuman is approaching post-acquisition RevOps in practice: merging systems and teams, deciding when to sell separately vs. co-sell, aligning sales motions, redefining account ownership, and building repeatable playbooks for future integrations. She also shares how they use Coda internally to run their “RevOps Mission Control” for their go-to-market team.
If you’re responsible for RevOps, sales operations, or GTM strategy at a growing company—especially one navigating mergers or multiple products—this episode offers a rare, honest look at what works, what’s hard, and how to think about integration the right way.
Topics covered:
Merging GTM systems and teams after multiple acquisitions
Account ownership and sales team structure decisions
Building forecasting and RevOps “mission control” systems using Coda
Building repeatable playbooks for future M&A
Reducing friction for your sales team during change
Subscribe for more conversations with RevOps leaders building scalable, powerful revenue teams.

In this RevOps Hero episode, Chris Strom interviews five marketing leaders live at Dreamforce to unpack why top teams still invest in in-person events — and exactly how they plan, execute, and measure them. We cover pre-event planning and process, on-site actions (booth, breakouts, side events), post-event follow-up, and how these leaders run attribution that ties events to pipeline and revenue.

You’ll learn:
How in-person accelerates trust (and thus deal velocity)
What to do leading up to the event (lists, invites, cadences, creative, logistics)
On-site tactics that actually convert (meetings, scans, activations)
Post-event follow-up that doesn’t feel spammy
Simple, workable attribution (lead source + campaign influence) and realistic ROI targets

Guests:
Ann-Marie Fleming (Traction Complete), Laura Sweet (Riva), Rachel Kim (Mutiny), Milissa Holland (Spaulding Ridge), Aishling Finnegan (Copado)

Subscribe for more RevOps and GTM breakdowns.

We're doing something different in this episode. We recorded it at HubSpot's INBOUND conference, and rather than having just one single episode guest, we interviewed marketing and RevOps leaders from 5 very different companies—each with their own specific approach to attracting, converting, and retaining customers.

You'll hear how companies structure their go-to-market motions across:

- Inbound marketing and demand generation
- SDR/AE handoffs and deal stage workflows
- Self-serve vs. high-touch enterprise sales
- Attribution tracking and reporting
- Event-based field marketing and referral programs
- Long-cycle sales driven by print and local ads

👥 Featured guests:

- Tim Phelps, First Orion
- Carmen Bodziak, Goodshuffle
- Tanya Littlefield, Amplitude
- Eryn Lueders, Basis Theory
- Nathaniel Frisch, United Energy Workers Healthcare

Whether you're running a SaaS company, a healthcare organization, or anywhere in between, this episode gives you real-world insights into how others make GTM work.

📌 Got a unique GTM process at your company? Drop it in the comments to let us know. We'd love to hear about it.

In this episode of the RevOps Hero Podcast, host Chris Strom is joined by ClearPivot teammate Andrew Chao Daongam to break down what companies need to know before, during, and after onboarding with HubSpot.

With over 80 successful onboardings under his belt, Andrew shares practical insights on:

✅ The 3 main types of HubSpot onboarding projects
✅ Setting realistic expectations for guided onboarding
✅ The most common goals—and common mistakes—for Sales, Marketing, and Service Hub onboardings
✅ Why your internal process mapping must come before system configuration
✅ How to avoid deliverability disasters in email marketing
✅ What to plan before you buy HubSpot to get quicker wins

Whether you’re migrating from another CRM, building your first RevOps stack, or adding HubSpot into an existing system, this episode is full of tactical guidance to help your team succeed from day one.