Ricardo Malmberg

Most B2B SaaS companies hit a point where their commission plans are wrong, broken or impossible to govern at scale. Plans built for 50 reps collapse under 500. Incentive programmes that looked right on paper fail to move the metrics they were built for. The cost shows up in attrition, payroll errors and a sales team that stops trusting the system. That is the problem I solve.

I spent three years as the organisational authority on commission strategy for a 1,300-person global sales force at Kaseya, owning 7 quarterly compensation frameworks across EMEA, APAC, LATAM and North America simultaneously. I designed a renewal incentive programme that hit targets within 0.4% of budget, drove plan signature rates from 60% to 90%+ in 30 days, and built an AI-powered commission agent that cut quarterly query volume by more than 50%.

I work best with VP Sales, CRO, RevOps and Finance leaders who need someone to own the problem from design through execution. Not just a framework. Someone who builds it, aligns the stakeholders, runs the governance and makes sure it lands.

If you are scaling a commercial team, rebuilding broken compensation infrastructure, or launching incentive programmes that need to move a number, get in touch.