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Melissa
McCann-Tilton
Chief Revenue Officer
Criteria
Melissa McCann-Tilton is President and Chief Revenue Officer at Criteria, where she helps organizations unlock performance at the intersection of organizational psychology, technology, and human potential. Over the past two decades, she has led companies through hypergrowth, transformation, and successful exits across industries including automotive at companies like Reynolds & Reynolds, Cobalt, ADP and CDK Global, B2B SaaS companies like PayScale and Criteria, and marketplace businesses like Convoy. Known for her ability to see patterns others miss, Melissa specializes in scaling revenue while transforming the cultures that drive it. Today, her work is focused on one of the most important shifts of our time: the emergence of Work 4.0. As AI reshapes how work gets done, Melissa helps leaders move beyond fear-based, outdated models of success and redesign their organizations for a new era of human and machine collaboration. Her approach centers on building high-performing, human-centered environments where AI amplifies rather than replaces human capability, unlocking creativity, adaptability, and sustainable growth. A direct, insightful, and engaging speaker, Melissa is known for telling the truth about what is really happening inside companies and offering practical frameworks leaders can actually use. Her message is clear. The future of work is not just more efficient. It is more human.
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17 November 2026 16:00 - 16:45
Panel | Incentive design for a changing revenue team
Comp plans built for a single-threaded, quota-carrying seller don't hold up when revenue teams now include AI-assisted reps, pooled account teams, and success functions doing real revenue work. Get incentive design wrong and you either pay for behavior you don't want, or watch your best people walk because the plan doesn't reflect how they actually sell. This panel brings together revenue leaders who've rebuilt comp for teams that no longer look like the org chart from five years ago, and the tradeoffs they hit along the way. Attendees will leave with: - A view of how leading teams are adjusting comp for AI-assisted selling and pooled ownership models. - The tradeoffs between simplicity and precision in incentive design, and where each panelist landed. - Warning signs that a comp plan is rewarding the wrong behavior before it shows up in attrition.