Who designs the plan, who approves it, who runs the cycle, who answers disputes - and what their leverage and OTE typically look like.
Closes the deal. Owns pipeline from qualified opportunity to contract signature.
Creates qualified pipeline through outbound prospecting and inbound triage.
Drives net retention through adoption, value realization, and expansion sales.
Owns the technical buyer journey - demos, proofs-of-concept, technical objections.
Coaches a team of AEs to hit aggregate quota through deal review, ride-alongs, and forecasting discipline.
Owns the GTM motion - segmentation, capacity, manager development, and aggregate revenue.
Sources and nurtures partner-attached and partner-sourced revenue.
Owns systems, data, and process for revenue - including the commission cycle.
Specialized RevOps role that runs the calculation cycle, dispute queue, and plan analytics.
Owns plan philosophy and annual plan-design cycle in partnership with leadership and the comp committee.