Solution Architect - Sales Performance Management (SPM)

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

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 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.

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.