Sales compensation is one of the most powerful and expensive levers in any organisation, yet many businesses still rely on outdated models that distort behaviour, misallocate investment, and slow revenue momentum. FP&A sits in a unique position to transform this landscape by bringing clarity, modelling discipline, and data-backed strategy to the way organisations design incentives and deploy sales capacity. This keynote explores how finance leaders can elevate their influence across go-to-market strategy by owning the analytics behind quota setting, territory design, and compensation structures. Attendees will gain a clear view of how to evaluate the financial impact of different plan designs, how to balance acquisition and expansion incentives, and how to use forecasting insight to support sales leadership with smarter territory and capacity decisions. The focus is on creating alignment, reducing friction, and driving predictable revenue performance with a strategic finance lens. Key takeaways: - Apply advanced modelling approaches to assess the financial impact of compensation and territory strategies, including scenario-based quota and capacity planning - Strengthen cross-functional alignment by translating sales performance data into clear recommendations that improve predictability and revenue efficiency - Position FP&A as a strategic partner by reshaping compensation and territory decisions around profitability, scalability, and long-term growth