Executive Compensation

Overview

Canonical home for GTM compensation strategy (IC through CRO). Comp is a behavior design system, not a headline OTE. CRO packages that pay only on bookings create mercenary quarter-end deals, logo churn, and sandbagged forecasts. Pavilion's CRO Council — led by Sam Jacobs — gates variable comp on revenue quality: net new ARR, NRR, and efficiency (Rule of 40 / EBITDA), not bookings alone.

Master playbook: references/gtm-compensation-strategy.md (Pattern 35).
Role × stage matrix: references/comp-by-role-stage.md.
IC bands + templates: gtm-role-descriptions → comp-benchmarks.md.
Founder budget / negotiation: founder-comp-playbook.
Approval conversations: gtm-leadership. Legal: employment-compliance.
HR GTM ramp handoff: hr-gtm-playbook.md (Pattern 28).
Reconcile thresholds: references/benchmark-reconciliation.md.