In this session, you will discover the GTM discipline behind IPO-scale growth - sales performance insights from Netskope’s growth journey.

As companies scale, revenue performance depends on more than growth targets and compensation plans. It requires a disciplined GTM operating model that connects territory design, quota setting, capacity planning, seller behavior, incentive alignment, and business outcomes.

In this session, Thomas Burghard, Director of Revenue Operations & GTM at Netskope, will share practical insights from Netskope’s growth journey and the planning disciplines that support more consistent sales execution at scale.

The discussion will focus on how RevOps, Sales, Finance, and Compensation teams can better align around a shared performance model - one that improves visibility, accountability, plan effectiveness, and decision-making as the business grows.

Key Takeaways:

• How GTM planning evolves as companies scale toward public-company operating rigor
• Which sales performance insights become most important as the business grows
• How territory, quota, and capacity planning influence seller behavior and execution
• How to evaluate whether sales plans and incentives are driving the right outcomes
• How RevOps, Sales, Finance, and Compensation teams can align around a more consistent performance model
• Practical ways to connect sales analytics, incentive alignment, and business outcomes

This session is designed for leaders looking to improve the discipline behind sales performance management - from planning and analytics to incentives, behavior, and execution.