I recently tied the bonus of our VP of engineering to our ARR target. Initially, he said I was insane. But six months later, he thanked me. The distinct mindset shift — from owning a function to owning the outcome — changed everything.

Startups are under more pressure than ever to hit revenue milestones with leaner teams. Yet compensation models don’t always reflect this. It’s common for sales teams to chase bonuses while the rest of the organization operates on fixed salaries, detached from the company’s growth. That’s a missed opportunity. READ MORE