Pilots, trust, and change management: How Docusign drives sales comp adoption

Episode notes

When you lead global sales planning and compensation for more than 2,800 reps at a company like Docusign, every decision about territories, quotas, and incentives carries weight. A small tweak can drive alignment and performance — or create confusion and mistrust. That’s where Melissa Fenner , Sr. Director of Revenue Operations at Docusign , thrives. With a career spanning manufacturing, M&A, operational consulting, and SaaS, Melissa brings a rare blend of operational expertise and behavioral insight to the art and science of incentive design. In this episode Melissa shares the lessons she’s learned leading global sales compensation strategy — and what operators everywhere can apply today. Listen in for her takes on: Why overcommunication is non-negotiable: why you need to deliver the same message seven times, seven ways to build rep trust around comp plans. How to run pilots that build champions, not resistance: Including how to consider representative pilot groups to test major compensation changes, uncover blind spots, and create advocates who drove adoption at scale.