SPIFF GTM Lead

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Customer Success

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

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.

Your Impact

Operational Excellence

• 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.

Customer 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.

Team Leadership

• 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.

Minimum 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.

Preferred Requirements

• Passion: Dedicated to customer success and continuous improvement.

• Beginner’s Mind: A lifelong learner who actively listens and approaches challenges with curiosity.

• Strategic Thinking: Builds strong relationships and considers the bigger picture in every decision.

• Storytelling & Communication: Effectively engages audiences, from team members to C-level executives, delivering compelling narratives that drive action.

• Collaboration: Works seamlessly with teams across functions, fostering unity and shared purpose.

• Adaptability: Thrives in uncertainty and excels in dynamic, fast-paced environments.

• Community Advocacy: Actively contributes to the Spiff knowledge base, championing internal and external initiatives.

• Multiplier: 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.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.

The typical base salary range for this position is $150,100 - $227,000 annually. Your recruiter can share more about the specific salary range for the job location during the hiring process.

There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $180,200 - $247,900 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process.

The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.