Uniting Sales Compensation and Go-to-Market Strategies with Alex Gousinov of Twilio

Episode notes

Nabeil Alazzam sits down with Alex Gousinov, an accomplished sales compensation leader currently serving as the Head (Senior Director) of Go-to-Market Planning, Programs and Sales Compensation at Twilio. With a background in software development and physics, Alex brings a data-driven and analytical approach to sales comp. Throughout the conversation, Alex reflects on his path into sales compensation and the function's ability to drive meaningful change in sales behavior. He underscores the importance of aligning incentives with overarching go-to-market strategy and business objectives. Alex shares best practices for the sales comp planning process, such as starting early, collaborating closely with stakeholders, leveraging data to inform plan design, and preparing for the unexpected. He also discusses tactics for effective change management and rep communication when rolling out new plans. Looking ahead, Alex emphasizes the power of analytics and real-time dashboards in sales comp. He advises sales comp professionals to broaden their knowledge of go-to-market strategy and trends to elevate their impact and career.

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• The Art of Building a Different Kind of Private Equity Firm - Bobby Ocampo on Raising the BrandRaising the Brand · on go-to-market strategy87 / 100
• The Marketing Growth Formula, with Heidi HattendorfFunnel Reboot · on go-to-market strategy86 / 100
• How Smaller Businesses Beat Bigger Competitors with Gareth LockwoodSpotlight on B2B Marketing · on go-to-market strategy84 / 100
• How to scale a martech sales function w/ Tod KlubnikMarTalks- The #1 Ecommerce and MarTech application podcast · on go-to-market strategy84 / 100
• How to Reposition Your B2B Brand Without Losing Trust, with Caitlin AllenSaaS Half Full · on go-to-market strategy80 / 100
• Motive CRO on moving up-market and leading an org of 3,000+Outbound Squad · on go-to-market strategy79 / 100

• Inside Microsoft-scale sales operations with Chinesh Gandhi86 / 100
• Sales comp can’t fix an undefined GTM strategy: Lessons from Marnie Sprenger76 / 100
• From enablement to sales performance engineering, with Okta's Lauren Silvers69 / 100
• Why even strong plans still fail: Execution lessons with Prev Dole66 / 100
• ClickUp’s Jason Wooten on top sellers, procurement pressure, and leadership risk76 / 100