Description
About Spiff
Spiff is Salesforce’s modern Sales Performance Management (SPM) and Incentive Compensation Management (ICM) platform. It helps revenue teams automate commissions, align incentives to business goals, and drive predictable growth through real-time visibility and analytics—natively integrated with Salesforce.Role Overview
As a Spiff Account Executive, you will own the full sales cycle for mid-market to enterprise customers, helping Revenue Operations, Sales Operations, Finance, and CRO leaders modernise incentive compensation and sales performance management. You will act as a trusted advisor, guiding customers through complex buying cycles and positioning Spiff as a strategic component of their Salesforce revenue architecture.
Key Responsibilities
Sales & Pipeline Ownership
- Own the end-to-end sales process: prospecting, discovery, solution design, negotiation, and close
- Build and manage a healthy pipeline across new logo and expansion opportunities
- Forecast accurately and manage deals through Salesforce CRM
Customer Engagement & Value Selling
- Engage senior stakeholders including CROs, CFOs, Heads of Sales Ops, RevOps, and Finance
- Run discovery conversations to understand incentive structures, sales motions, and operational challenges
- Articulate Spiff’s ROI around accuracy, compliance, seller motivation, and operational efficiency
Solution & Ecosystem Alignment
- Position Spiff within the broader Salesforce ecosystem (Sales Cloud, Revenue Cloud, Agentforce, Data Cloud)
- Partner closely with Solution Engineers to deliver compelling demos and value narratives
- Collaborate with Professional Services and Partners to ensure smooth customer handover
Go-to-Market Collaboration
- Work with Marketing on events, webinars, and account-based campaigns
- Contribute market feedback to Product and Leadership teams
- Develop strong internal relationships across Salesforce and partner organisations
Ideal Candidate Profile
Experience
- 4–8+ years experience in B2B SaaS sales, ideally enterprise or upper mid-market
- Experience selling to RevOps, Sales Ops, Finance, or Commercial leadership
- Background in CRM, SPM, ICM, RevOps, or adjacent enterprise platforms strongly preferred
Skills & Attributes
- Consultative, value-led selling approach
- Comfortable navigating multi-stakeholder, complex buying environments
- Strong commercial acumen and negotiation skills
- Data-driven, structured, and disciplined with forecasting
Nice to Have
- Salesforce ecosystem experience
- Knowledge of incentive compensation, commissions, or sales planning
- Experience with MEDDICC or similar qualification frameworks
What Success Looks Like
- Consistent attainment of quota and pipeline targets
- Strong customer advocacy and expansion opportunities
- Trusted advisor status with customers and internal stakeholders
- Contribution to Spiff’s continued growth as Salesforce’s SPM platform