Enterprise software deals rarely follow the simple selling model many compensation plans were built around. Large opportunities often involve account executives, solution engineers, specialists, partner teams, and customer success leaders working together across long sales cycles and multi-year contracts. Yet many compensation structures still assume a single seller closing a straightforward transaction.

This session explores how compensation leaders can design plans that reflect the realities of enterprise selling. Drawing on case studies from organizations managing complex deal teams, the discussion introduces a structured framework for aligning incentives across multiple roles involved in winning and growing enterprise accounts.

Participants will examine practical approaches to crediting team contributions, compensating overlay and specialist roles, and separating incentives for new customer acquisition, expansion, and renewal. The session will also explore how compensation decisions around multi-year contracts influence seller behavior and revenue growth. Attendees will leave with practical design approaches for compensation plans that better match how enterprise sales actually happen.