John Rios

Advises SaaS and high-growth companies on incentive compensation design, commissions operations, and GTM systems. Leads hands-on ICM implementations on CaptivateIQ and Airtable, and designs AI-enabled automation and analytics workflows.

Owned end-to-end commission operations for a high-volume SaaS sales org on CaptivateIQ, sustaining payout accuracy through a critical systems transition. Served as the operational bridge across Sales, Finance, and Accounting, and formalized plan and policy documentation.

Migrated compensation data to a cloud ICM platform and streamlined quota and plan structures, accelerating approval cycles and reducing payout errors. Built executive dashboards and partnered with Finance on commission expense forecasting and accruals.

Led post-acquisition GTM integration of the $2.6B Looker deal, consolidating two Salesforce instances and harmonizing quota, territory, and opportunity processes. Managed a $300M+ pipeline and served as SME on account mapping and territory design.

Drove adoption of sales tools and processes across a 7,000+ person organization through structured change management, training, and communications. Ran UX research that eliminated 73% of recurring user pain points.

Performed financial modeling and due diligence on 28 acquisition targets.

Led a four-person national program team and secured a 143% FY15 funding increase.

Activities and societies: Consortium for Graduate Study in Management Fellow

MBA from the University of Virginia Darden School of Business, class of 2017. Consortium for Graduate Study in Management Fellow.

Activities and societies: Fulbright Grantee (South Korea)

Bachelor of Science in Education from the University of Maryland, College Park, class of 2009. Fulbright Grantee (South Korea).