Featured Contributors

Jessica is the Senior Manager of Revenue Operations at Sauce Labs, where she leads variable compensation and planning initiatives for the GTM team. With over a decade of experience spanning finance and operations in tech and healthcare, she has honed diverse skills from accounting and billing to contract management. Outside of work, she enjoys exploring new destinations and embracing the charm of her New England town.

Jordan graduated from the University of Southern California and has worked in sales incentives for over a decade. He enjoys watching sports.

Matt Bartels is a Principal at the Alexander Group with over 20 years of management consulting experience. He is a dynamic leader who partners with clients to improve revenue growth. He has a proven track record of guiding go-to-customer transformations through the design of growth strategies, value propositions and organizational structures. He is a leader in the Implementation and Change Adoption practice. He works with clients to ensure solution adoption through world class implementation and management supporting programs. He is a thought leader, author, and frequent speaker on sales effectiveness solutions.

Chief Operating Officer at Apollo.io, Matt has spent the majority of his career leading Sales and RevOps teams at organizations including Checkr and YC-backed Five Stars.

Principal at Composed Comp and host of the Fuzzy Logic podcast, Matt is passionate about transforming sales performance through innovative incentive design and automation. With a keen understanding of the intricacies of sales motivation and a track record of driving revenue growth, he specializes in creating tailored incentive programs that inspire and propel sales teams to new height while also managing underlying sales data so the incentive program drives the business...and not the other way around.

A Top Sales Operations Voice on LinkedIn, Rosalyn is a long-time GTM strategy and RevOps leader, and founder of the RevOps Collective. Rosalyn is also an advisor for several high-growth startups, an active leader in several communities, a keynote speaker, and the host of The Revenue Engine Podcast.

Stephen graduated from the University of California Berkeley and has been in Sales Operations for over a decade. His favorite hobby is exercising/working out.

Andrew is an experienced operations leader who currently leads GTM Strategy and Operations at CaptivateIQ. His 12+ years of experience started as a field sales rep at FedEx following UPS trucks around to identify leads. Transitioning into operations allowed him to continue to focus on revenue growth but focusing on scaling best practices vs executing them in the field. Working for larger companies like FedEx, Tableau and Salesforce provided the foundations and frameworks to help growth companies develop the operational strategy, cadence and rigor to drive responsible revenue growth.

Calcy is a self-proclaimed math and modeling nerd, brought into the wonderful world of ICM after becoming fascinated by the combined impact of commissions process automations, sales motivation levers, and robust plan performance reporting. The Multiplier is Calcy’s first foray into the editorial space.

Conway is the Co-CEO and Co-Founder of CaptivateIQ, the leader in sales commission software. Under his leadership, the company has grown to over 200+ employees since its founding in 2017. Prior to founding CaptivateIQ, Conway has previously held finance and GTM leadership positions at companies like Gusto and OrderAhead (acquired by Square), and was a consultant for McKinsey. Conway co-founded Fivestars, a leading loyalty rewards company that’s raised over $115M by Lightspeed, Mayfield, and DCM.

Heather is the Senior Content Marketing Manager at CaptivateIQ, and has previously managed content efforts at B2B organizations including TripActions (now Navan), Shippo, and Narvar. A creative writer with a knack for honing a stellar content marketing strategy, she graduated with a Master of Fine Arts (MFA) focused in Writing from California College of the Arts.

Katie is the Chief Marketing Officer of CaptivateIQ. With over 15 years of experience across all marketing disciplines at the world’s leading SaaS companies, Katie has built her career on driving transformational change through an emphasis on relationships, momentum, and impact.

Mark is the Co-CEO and Co-Founder of CaptivateIQ, the leader in sales commission software. Under his leadership, the company has grown to over 200+ employees since its founding in 2017. He learned about the gaps and opportunities in commission management while holding finance leadership positions at video advertising platform BrightRoll, where he was inspired to create a new, more strategic approach to make incentive compensation a true lever in driving activity toward core business objectives. Prior to founding CaptivateIQ, Mark was an investment professional for a growth equity firm executing investments in the software sector.