The Future of Sales Compensation Management

Salespeople will still sell, still earn commission, and still drive a major share of GTM spend. What changes is the job of managing it.

As AI takes over the manual calculation and administrative work, the people who manage sales commissions are moving from running the numbers to owning the strategy: designing incentives, governing a major budget, and proving its ROI. The function is not disappearing. The role is being rewritten.

Watch four leaders across RevOps, finance, and sales incentives work through what sales commissions management looks like in five years, and how to prepare for the role it is becoming.

Your panel

Kathryn Freeman

Moderator · CRO, EasyComp

Kathryn leads revenue at EasyComp and moderates the conversation.

Meghan Gill

Venture Partner, Ansa Capital

Former VP of Revenue Operations at MongoDB, where she scaled comp and RevOps through hypergrowth. Also leads marketing at OsO and advises and invests across multiple startups.

Ruchi Kasliwal

Finance Leader, Clario · Founder, FinOps Frontier

A former CFO and VP of Finance, Ruchi brings the finance lens on commission spend, forecasting, and ROI.

Urvi Berchtold

Director of Sales Incentives, Convergint

Prior sales compensation leadership at Sprinklr, NiCE, and Cambia. Urvi lives in the day to day of incentive design and administration at scale.

What we'll cover

• Where the role lives in the org of the future: Sales, RevOps, Finance, HR, or IT
• The skills worth building today to stay relevant and add more value
• What AI takes over, and what still requires human judgment over a major spend
• How to keep incentive plans trustworthy and auditable as automation grows
• Whether comp management stays a specialized skill or folds into a broader role
• What executives should look for when hiring someone to own the commission budget and its ROI

Who should attend

• Compensation analysts and managers
• RevOps and Sales Ops leaders
• Finance leaders who own or oversee variable comp
• Sales leaders thinking about the future of incentives