Sales compensation is a key pillar of sales rep behaviors, yet designing comp plans that truly drive performance remains one of the most complex challenges for RevOps, Sales Management, HR, and Finance teams. In this session, Antoine Fort, CEO of Qobra, breaks down the ultimate checklist for building comp plans that maximize sales performance. From understanding how sales comp earns you a seat with the CFO and CEO, to defining team roles across acquisition and expansion, this session covers it all.

Attendees will dive into the mechanics of CAC, Quota & OTE relationships, accelerators, kickers & cliffs, payment frequency & triggers, clawbacks, ramp plans, and compensation strategies for SDRs, CSMs & AMs. The session also addresses the emerging challenge of compensating for AI products and consumption/usage-based pricing models.

Key Takeaways

• Master the relationship between CAC, OTE, and Quota to design financially sound comp plans that earn credibility with your CFO and CEO.
• Apply best practices for accelerators, cliffs, kickers, and clawbacks to reward top performers and penalize low performers effectively.
• Build tailored compensation structures for every sales role, from SDRs and AEs to CSMs and Account Managers, including strategies for AI products and usage-based pricing