SPIFF GTM Lead

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. Job Description 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. 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. Benefits and Compensation 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. 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 is $180,200 – $247,900 per year. For other locations, the typical base salary range is $150,100 – $227,000 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable. Accommodations If you need a reasonable accommodation during the application or the recruiting process, please submit a request via the Accommodations Request Form. Posting Statement Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. All employees or potential employees 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 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. In the United States, compensation offered will be determined by factors such as location, job level, job‑related knowledge, skills, and experience, with the range for this position between $150,100 – $227,000 annually. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range is $180,200 – $247,900 per year. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable. Salesforce believes in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. Spectating 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. #J-18808-Ljbffr Salesforce