SPIFF GTM Lead

Salesforce•Washington, DC

13d•Hybrid

About The Position

The Spiff Go-to-Market Practice Lead is a strategic individual contributor focused on combining technical and functional expertise to deliver exceptional sales and project support for customers and internal partners within the Spiff ecosystem. This role balances pre-sales cycle support and enablement (75% of time) with hands-on involvement in strategic customer projects (25% of time). This individual plays a pivotal role in supporting Sales Performance Management (SPM) (Territory, Quota, Sales Planning & Spiff) sales teams, shaping and leading project teams, driving successful implementations, and ensuring that customers realize their goals. As a key figure in the Professional Services team, the Go-to-Market Practice Lead provides subject matter expertise on client needs, Incentive Compensation Management (ICM) best practices, and proposed solutions, identifies and mitigates risk areas, and sees issues through to full resolution. With a hands-on approach, this role involves driving solutions while mentoring project teams to meet complex business and technical requirements. The Practice Lead also collaborates across the organization to develop client-specific proposals, staffing plans, and statements of work (SOWs). They champion best practices, develop shared assets, and align on global initiatives that propel the Spiff community forward.

Requirements

Experience with pre-sales and sales cycles, including scoping, budget estimation, presenting proposals, and SOW construction.
Deep expertise in SPM and ICM best practices at an enterprise scale.
Strong understanding of complex data integration workflows and translating business logic into requirements.
Experience as a compensation admin or worked with SPM tools.
Proven ability to gather and analyze ICM requirements, designing flexible, scalable solutions.
Strong analytical and problem-solving skills, coupled with the ability to work independently as a self-starter.
Proven ability to develop polished executive-facing presentations and proposals showcasing the value of Salesforce Professional Services and the Agentforce Revenue Management platform.

Nice To Haves

Dedicated to customer success and continuous improvement.
A lifelong learner who actively listens and approaches challenges with curiosity.
Builds strong relationships and considers the bigger picture in every decision.
Effectively engages audiences, from team members to C-level executives, delivering compelling narratives that drive action.
Works seamlessly with teams across functions, fostering unity and shared purpose.
Thrives in uncertainty and excels in dynamic, fast-paced environments.
Actively contributes to the Spiff knowledge base, championing internal and external initiatives.
Amplifies the capabilities, productivity, and impact of others by fostering collaboration, empowering team members, and creating an environment where people can thrive and do their best work.

Responsibilities

Maintain a 75% contribution target to support Professional Services Spiff pre-sales cycles.
Align closely with Account and Services Sales teams, supporting pre-sales activities such as scoping, engagement plans, and staffing.
Translate customer needs into sales models, including resource models, budget and timeline proposals, and SOW construction.
Collaborate across Services, Support, Enablement, Alliances, and other internal teams to advance shared objectives and ensure alignment.
Contribute to the growth of the Spiff practice through knowledge sharing, community engagement, and thought leadership.
Spend approximately 25% of time as a billable individual contributor on strategic Professional Services customer engagements, leveraging deep Spiff and ICM expertise to advise implementation and contribute to solutions.
Support customer engagements to exceed goals, deliverables, and metrics while ensuring alignment with Spiff and ICM best practices.
Drive high client satisfaction (CSAT) by delivering measurable value in every engagement.
Serve as a trusted advisor to customers, acting as a proactive and prescriptive guide in navigating their Spiff journey.
Manage multiple strategic clients simultaneously, ensuring tight alignment with stakeholders and providing escalation support during implementations.
Mentor and empower team members, sharing expertise to scale capability and drive collective success.
Inspire individuals to do their best work, fostering an inclusive environment where every team member thrives.