Genesys’ sales comp design leader on keeping incentives effective through change

GTM transformation gets real the minute it hits the comp plan. In this episode, Genesys’ sales compensation leader Jason Wright joins Forma.ai CEO Nabeil Alazzam to unpack what happens when changing strategy starts changing how sellers work and how they expect to earn. Drawing on nearly two decades across complex sales organizations, Jason gets into why simplicity becomes harder to protect as priorities multiply, what comp teams miss when they’re too far removed from the field, how variable pay can become culturally difficult to change, and why transformation often loses momentum once seller attrition and customer risk enter the conversation.

Sales compensation gets harder to keep simple at exactly the moments when simplicity matters most.
A new product launches. The GTM motion changes. Leadership wants different seller behavior. Finance, product, operations and sales all have priorities they would like reflected in the plan...

Before long, as Jason Wright puts it, “all roads seem to point to sales compensation.”

In this episode of The Sales Compensation Show, Forma.ai CEO Nabeil Alazzam sits down with Jason Wright, Director of Sales Compensation Design at Genesys, to talk about what it takes to keep incentive design focused while the business around it is transforming.

Jason brings nearly two decades of experience spanning sales operations, compensation design and SPM implementations, with experience at organizations including Charter, HPE, Rapid7 and Xerox.

Along the way, he’s seen everything from commissions managed in spreadsheets and on paper to organizations carrying 300+ sales plan iterations.

Tune in to hear Nabeil and Jason dig into:

Why simplicity requires active governance
Why comp teams need firsthand exposure to sellers
What happens when variable pay starts feeling guaranteed
Why GTM transformations often stall after they begin
How AI and new selling motions raise the stakes

The conversation ultimately gets at a bigger question:

How do you use compensation to move the business forward without asking the plan to carry the entire transformation?

Listen to the full episode for Jason’s lessons on plan simplicity, seller trust, incentive design and navigating change inside complex enterprise sales organizations.