Episodes

  • Don’t Let a Spreadsheet Become the Process | Ali Hussain Maknojia, SLC Management

    Don’t Let a Spreadsheet Become the Process | Ali Hussain Maknojia, SLC Management
    Nov 13 2026
    Ali Hussain Maknojia expected a career in controllership until IFRS 2 pulled him into equity compensation, where he has stayed for 16 years. Now Senior Director of Compensation Finance at [Company], he explains why he asks what happens if a spreadsheet’s builder leaves tomorrow, and why you should never point AI at a broken process. Follow How I Revenue for a new revenue operator every episode. How I Revenue is brought to you by Everstage, a revenue execution platform for sales compensation, CPQ, and territory and quota planning. https://www.everstage.com
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    32 mins
  • Getting to No Cleans Up Your Sales Pipeline | John Machak, Fooda

    Getting to No Cleans Up Your Sales Pipeline | John Machak, Fooda
    Nov 10 2026
    John Machak made it through one tax season before he traded accounting for sales. Now Director of Sales Enablement and Revenue Operations at Fooda, he explains what "closed lost: timing" usually hides, and why he picks up the phone once AI emails start answering AI emails.
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    29 mins
  • Sales Comp Plans Break When Reps Stop Trusting Them | Ping Del Giudice, Schneider Electric

    Sales Comp Plans Break When Reps Stop Trusting Them | Ping Del Giudice, Schneider Electric
    Nov 6 2026
    Before MakerBot's CRM was ready, Ping Del Giudice tracked sales calls with tally marks on a clipboard. Now Director of RevOps at Schneider Electric, she explains why she always pays accelerators, and why revenue leaks between departments survive every planning cycle
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    35 mins
  • He Blamed Enablement for the Missed Number. In Front of the CRO. | Sheevaun Thatcher, Demandbase

    He Blamed Enablement for the Missed Number. In Front of the CRO. | Sheevaun Thatcher, Demandbase
    Nov 3 2026
    Sheevaun Thatcher's boss gave her a new job and, when asked what it was, said: "I don't know, make it up." That job became sales enablement. Now VP of Revenue Enablement at Demandbase, she explains what she said to the sales leader who blamed her team in front of the CRO, and why promoting your best rep into management is "the worst thing to do." Follow How I Revenue for a new revenue operator every episode.
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    41 mins
  • Every Comp Plan Rule Started With Something Going Wrong | Esel Shemmeri, Charles River Development

    Every Comp Plan Rule Started With Something Going Wrong | Esel Shemmeri, Charles River Development
    Oct 30 2026
    Esel Shemmeri was the best pricer on his team when his boss told him he was in the wrong role. He thought he was about to be fired. Esel, Director of Sales Finance at Charles River Development, a State Street company, explains why sales finance should be the CF-Go instead of the CF-No, and what happens to the commission admin's job when the spreadsheet goes away.
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    42 mins
  • Your Reps Stopped Asking Finance. Now They Just Discount. | Lucas Dumont, Contentsquare

    Your Reps Stopped Asking Finance. Now They Just Discount. | Lucas Dumont, Contentsquare
    Oct 27 2026
    When finance takes three days to answer a rep, the buyer gets three days to change their mind. Lucas Dumont thinks that wait is where revenue leaks first. Lucas, Finance Director for North America at Contentsquare, explains why he would rather be the "why man" than the "no man" on deal approvals, and the US sales tax mistake SaaS finance teams keep making.
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    41 mins
  • RevOps Is 60% Change Management | Anurag Joshi, Zscaler

    RevOps Is 60% Change Management | Anurag Joshi, Zscaler
    Oct 13 2026
    Anurag Joshi's team ran AI over Zscaler's sales calls and caught deal risk the reps' notes were hiding. Anurag, Senior Director of GTM Operations and Analytics at Zscaler, joined when the company was at $200 to $250M in ARR and has stayed as it passed $3.5B. He explains how to rebuild a sales forecast mid-quarter without losing your sales leaders' trust, and the one test that decides whether reps use your sales AI or ignore it.
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    37 mins