Solution Architect - Sales Performance Management (SPM)

The Solution Architect is a trusted solution authority who designs and leads the end-to-end solution for complex Sales Performance Management (SPM) engagements.

Working across the SPM portfolio, including Sales Programs, Spiff, Salesforce Maps, Sales Planning, and Enterprise Territory Management (Sales Territories), you translate a customer's sales performance strategy into a well-architected solution that is accurate, scalable, and built for the long term.

You are both a big-picture thinker and an in-depth problem solver. You see how compensation, planning, territory, mapping, and enablement fit together into a coherent operating model, and you take pride in solutions that scale seamlessly with a customer's growth.

This is a hands-on, billable role: you lead discovery and design, own the functional architecture, guide the build, and set the solution standard for the engagements you lead.

This role reports into the Specialized Services organization within Professional Services and works closely with Senior Solution Architects, Technical Architects, Solution Consultants, Technical Consultants, Engagement Managers, and Salesforce product teams to deliver projects on time and within scope.

Key Responsibilities

• Partner with customer stakeholders to understand business objectives, and define the SPM solution vision, roadmap, deliverables, and expectations.
• Lead discovery and solution design workshops, and architect and document the end-to-end functional solution across the SPM suite, identifying gaps between current and desired end states.
• Translate sales performance strategy and requirements into a well-architected solution that best leverages the Salesforce platform.
• Own the functional design and configuration leadership across the SPM suite, including Salesforce Maps, Sales Planning, Spiff, Sales Programs, and Enterprise Territory Management, spanning commission plans and statements, capacity, quota, and territory planning, territory models, mapping, and enablement.
• Apply Agentforce and AI-powered SPM capabilities, such as AI-assisted incentive plan design and performance insights, to accelerate delivery and help customers get more value from their SPM investment.
• Define the solution blueprint, best practices, and design standards, and provide oversight and governance of solution scope and quality.
• Partner with Technical Architects to align the functional design with integrations, data, and custom development.
• Serve as a solution escalation point for consultants, mentor others on the team, and champion best practices, reusable assets, and shared standards.
• Advise customers on their SPM operating model, adoption, and best practices.
• Contribute to proposals, staffing plans, and statements of work (SOWs), and support pre-sales activities such as discovery, solution demonstrations, deep dives, and proof-of-concept (POC) development with prospects.
• Liaise with Salesforce product teams to support customer implementations.
• Maintain a target billable utilization aligned to the role.

Required Qualifications & Skills

• 8+ years of professional experience implementing, designing, or consulting on Sales Performance Management, Incentive Compensation Management (ICM), sales planning, or related sales technology solutions, including demonstrable solution architecture or lead functional design experience.
• Deep functional expertise across the SPM domain (compensation, planning, territory, and enablement) and a proven ability to design cross-product solutions on the Salesforce platform.
• Proven ability to translate business strategy and requirements into well-architected solutions, with strong analytical and business process design skills.
• Advanced ability to model complex incentive, compensation, and planning logic, both in formulaic or Excel form and within the platform.
• Solid understanding of data concepts (data modeling and data quality) sufficient to partner effectively with Technical Architects, without requiring a software development background.
• Executive-level oral and written communication skills, including the ability to conceptualize and communicate complex solution concepts to technical and non-technical audiences.
• Ability to scope, define, and manage work packages, and to support pre-sales qualification with solution validation.
• Experience mentoring or guiding less experienced team members.
• Based in the US or Canada and available to travel regionally depending on customer needs.
• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.).

Preferred Qualifications & Skills

• Salesforce certifications preferred, including the Salesforce Certified Agentforce Sales Consultant certification and application architect-track certifications.
• Hands-on experience with Spiff or another enterprise ICM platform (e.g. Xactly, SAP/CallidusCloud, Varicent, Anaplan, or CaptivateIQ).
• Hands-on experience with Salesforce Sales Planning or another enterprise Sales Planning platform (e.g., Anaplan, Pigment, or Workday Adaptive Planning).
• Direct experience with one or more of Sales Planning, Enterprise Territory Management, Sales Programs, Salesforce Maps, or Spiff.
• Familiarity with SDLC methodologies including requirements, design, implementation, testing, and maintenance.
• Accounting/finance understanding as it relates to commissions and revenue, including familiarity with compensation compliance standards such as ASC 606 and IFRS 15.
• Consulting or "Big 4" professional services background, and experience in Technology, Finance, or Sales Operations.