Go To Masters Show

Colin Towner is the VP of Global Commercial Operations at Shockwave Medical. On this episode of the Go To Masters Show, he shares insights from over 20 years across eight medical device companies, spanning vascular, orthopedics, GI, and urology.

• How machine learning transforms revenue forecasting from simple statistical models to multi-factor predictions
• Why compensation plan simplicity prevents reps from gaming the system through group coordination
• The evolution from routine analytics to strategic "what's next" thinking as AI handles standard reporting

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What does it take to design and run one of the world’s largest sales compensation organizations, paying out nearly half a billion dollars in commissions?

In this episode of Uncappd Insider, we sit down with John Lee, Senior Director of Sales Compensation at LinkedIn, who leads a team that manages compensation for 5,000+ sales reps.

Presented by: Everstage • The Uncappd Insider Podcast
Guest: John Lee, Sr. Director of Sales Compensation, LinkedIn (https://www.linkedin.com/in/johnlee49ers/)
Host: Shiva, CEO & Co-founder, Everstage  (https://www.linkedin.com/in/sivasrajamani/)

If you’re in RevOps, Sales Ops, or SaaS leadership, this is your masterclass on how sales comp becomes a growth engine. John Lee shares 25 years of lessons from spreadsheets to AI agents on scaling compensation systems, driving growth, and turning governance from red tape into trust.

Yassine Almiaadi is the Head of Revenue Operations and GTM Strategy at AirTies. On this episode of the Go To Masters Show, he shares insights from leading the transition from a hardware company to a pure software business in the telco smart Wi-Fi space.

• Navigating revenue recognition traps when moving from hardware to SaaS business models
• Building cross-functional forecast accuracy by stress-testing sales data against product signals
• Why RevOps professionals must become fluent in P&L, not just CRM systems

Connect with Yassine: LinkedIn
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Kapil Duggal is the Head of Finance, India at Transaction Network Services, a subsidiary of Coke Global Solutions. On this episode of the Go To Masters Finance Fireside podcast, he shares insights from 20 years leading finance operations across record-to-report, order-to-cash, and procure-to-pay functions.

• How virtue trumps talent when building high-retention finance teams
• Reading balance sheets, cash flow, and AR aging as vital signs of business health
• Why automation and AI are transforming routine finance work without losing human judgment

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Wayne Chiang is the Director of Sales Compensation at Cribble. On this episode of the Go To Masters Show, he shares insights from over 20 years navigating sales comp across insurance, legacy tech, and high-growth SaaS startups.

How compensation design evolves from hyper-growth ARR focus to consumption-based stickiness models
Why companies should adopt SPM solutions the moment they create a sales comp function
The six-month symphony required to roll out comp plans that actually drive behavior

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Jeremy Whiteman is the Senior Director, Sales Operations and Commercial Excellence at Resideo. On this episode of the Go To Masters Show, he shares how early experience carrying a bag shaped his approach to leading six distinct sales ops functions.

Building agility as a core competency to navigate uncontrollable market dynamics and leadership changes
Designing end-state visions that prevent reactive firefighting and enable proactive transformation
Treating tech stack evaluation like grocery shopping—never without a clear list and meal plan

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Hope Blaythorne is the Chief of Staff, Revenue at Octopus Deploy. On this episode of the Go To Masters Show, she shares insights from her journey across sales, channel management, customer success, and operations leadership.

• Navigating from enterprise hierarchy to startup meritocracy while building cross-functional alignment
• Embracing change as opportunity rather than obstacle in volatile GTM environments
• Rethinking compensation and recognition for a new generation of sales professionals

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Sara Terlecki is the Director of Sales Operations at Dialight. On this episode of the Go To Masters Show, she shares her unconventional path from retail management to leading sales ops in complex manufacturing environments.

• Bringing clarity to chaos through cross-functional alignment in industrial manufacturing
• Building trust across teams as the foundation for operational transformation
• Navigating the unique challenges of sales ops in physical product environments

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Peter Van Lier is the Senior Sales Operations and Commercial Excellence Leader at Imperative Care. On this episode of the Go To Masters Show, he shares his journey from coding data warehouses at multinational medical device companies to building RevOps systems from dollar zero at a neurovascular startup.

• How sales and operations planning prevents hyper growth from outstripping capacity in every department
• Why territory planning requires adding human color to black and white analytics data
• The FC Barcelona approach to developing RevOps talent in-house rather than fighting competition for it

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Juan Felipe Mejia is the Senior Director of Global Sales Compensation and Operations at UiPath. On this episode of the Go To Masters Show, he shares 20 years of sales compensation expertise across multiple industries, blending finance, strategy, and psychology to influence behavior through numbers.

• How Monte Carlo financial modeling projects different attainment scenarios for global comp planning
• Why automation reduces manual effort by 40-50% while improving rep trust and visibility
• The ""drink your own champagne"" approach to implementing automation-first solutions

Connect with Juan Felipe: LinkedIn
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