How Welcome to the Jungle Provides 100+ Sales Reps with Real-Time Insights into Their Commissions — Customer Story

At Welcome to the Jungle (WTTJ), variable compensation plays a central role in sales performance. Commissions represent a significant portion of the compensation for SDRs, Account Executives, and Customer Success Managers.

In an environment where performance, alignment, and talent attraction are strategic, commission management must be reliable, transparent, and accessible in real time.

Before Qobra, Welcome to the Jungle managed its commissions using Excel. This method generated a heavy operational burden and a lack of visibility for the teams.

This case study shows how WTTJ transformed variable compensation management into a strategic management and ongoing motivation tool.

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Context: a performance- and transparency-oriented organization

Variable compensation at the heart of talent attraction

At Welcome to the Jungle, sales teams operate in a demanding and competitive environment.

To attract and retain talent, it is essential to offer:

• Clear plans
• Total transparency
• Real-time visibility
• Alignment between Sales, Operations, Finance, and HR teams

Before Qobra, Excel-based management did not allow this level of requirement to be met.

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Challenges encountered before Qobra

A considerable waste of time

Variable compensation management was based on interconnected Excel spreadsheets, with multiple formulas linking different data sources.

This process involved:

• Regular calculations
• Manual compilations
• Repeated exports
• Frequent checks

Contrary to what one might think, the work was not limited to quarterly closings.

Mid-period, sales reps would request estimates of their variable compensation, forcing the Operations teams to recalculate the amounts several times.

Variable compensation became a recurring and time-consuming issue.

"Mid-period, we have sales reps who need that information, so we'd end up redoing the calculation several times a quarter."

Diva Fumery, Head of Business Operations at Welcome to the Jungle

A lack of transparency and clarity

The use of Excel limited the readability of the rules and calculations.

"Before Qobra, variable compensation was managed through Excel spreadsheets and formula systems that could lack transparency for the teams and were difficult to consolidate."

Pierre-Gaël Pasquiou, Chief Sales Officer at Welcome to the Jungle

The issues identified were:

• Difficulty understanding commission mechanisms
• Lack of visibility for teams
• Complexity in compiling and transmitting information to HR and Finance

This lack of transparency could lead to questions and internal friction.

In an organization that values alignment and clarity, this situation was no longer satisfactory.

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Deploying Qobra: automating, improving reliability, and providing real-time access

Real-time commission tracking

With Qobra, each member of the sales team has individual access to the platform.

"Every member of the sales team has access to this platform, which lets them track their target and commission rate in real time."

Diva Fumery, Head of Business Operations at Welcome to the Jungle

Salespeople can track:

• Their targets
• Their achievement rates
• Changes in their variable compensation

Managers use Qobra to monitor:

• The overall performance of teams
• Individual progress
• The alignment of objectives

Operations teams rely on Qobra to ensure that data is accurate and continuously updated.

Variables become a living indicator, consulted on a daily basis.

Complete automation of management

Automation radically transforms the process.

On the operations side:

• Calculations are automated
• Verifications are simplified
• Commission validation is done with a single click at the end of the quarter

On the management side:

• Exports are generated instantly
• Data is consolidated without manual compilation

Most of the compilation work has disappeared.

The time savings are significant and structural.

A stimulating tool for teams

Real-time visibility acts as a motivator.

Salespeople can:

• Measure their progress instantly
• Understand the impact of their actions
• Project their earnings

The tool is seen as a performance accelerator, bringing a level of sophistication in line with the company's ambitions.

"You don't run a Formula 1 race in a beat-up old car. For us, Qobra is the Formula 1 of goal management."

Pierre-Gaël Pasquiou, Chief Sales Officer at Welcome to the Jungle

Greater alignment between teams

The transparency offered by Qobra meets a strong expectation among talented individuals:

• Understanding the rules
• Having access to data
• Evolving within a clear framework

The tool also facilitates the flow of information between Sales, Business Operations, Finance, and HR.

Variables are no longer an opaque or fragmented subject.

They become a structuring element of commercial governance.

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Strategic benefits for Welcome to the Jungle

Reducing the operational burden

Automation frees Operations teams from repetitive and time-consuming tasks.

"The three main benefits of Qobra for Welcome to the Jungle are trust, speed of execution, the only thing left for me to do is validate, and one-click exports."

Diva Fumery, Head of Business Operations at Welcome to the Jungle

Offering total transparency

Teams have a single source of truth that is accessible to all.

Continuously monitoring performance

Managers track changes in variables and adjust their management in real time.

Enhancing attractiveness and retention

The clarity and transparency of the system meet the expectations of talent and promote engagement.

"We also believe that talent needs a certain level of transparency and team alignment, and in that sense Qobra is an extraordinary fit for what we're looking for."

Pierre-Gaël Pasquiou, Chief Sales Officer at Welcome to the Jungle

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Conclusion: moving from a manual management approach to a strategic one

The Welcome to the Jungle case study illustrates the limitations of Excel-based management:

• Significant management time
• Multiple recalculations
• Lack of clarity
• Difficulty coordinating between departments

With Qobra, WTTJ has implemented a system that is:

• Automated
• Reliable
• Accessible in real time
• Aligned with its ambitions

Variable compensation becomes a strategic tool, capable of supporting performance, motivation, and alignment on a large scale.

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Qobra in a few figures

• More than 250 client companies (Doctolib, Payfit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
• More than 20,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
• International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic