Principal Professional Services Consultant
Required skills
- sales performance management
- incentive compensation management
- sales planning
- CaptivateIQ
- requirements
- comp plan design
- data structure
- build-out
- UAT
- go-live
Nice to have
- Forrester
- G2
- Sequoia
- ICONIQ
- Accel
- Sapphire Ventures
Role summary
CaptivateIQ is seeking a Principal Professional Services Consultant to lead end-to-end implementations of their sales performance management platform. This client-facing role involves designing and building sales compensation programs within CaptivateIQ, managing project timelines, and client expectations. The ideal candidate has 10+ years of experience in consulting or implementation, a strong background in sales compensation and data modeling, and thrives in a fast-paced, ambiguous startup environment. This role requires expertise in SaaS, spreadsheet/database tools, and excellent communication and problem-solving skills.
CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we’re expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
CaptivateIQ’s Professional Services team partners with customers after the deal closes to bring their sales compensation programs to life inside CaptivateIQ, from business requirements and comp plan design through data structure, build-out, UAT, and go-live, before handing off to Customer Success. Depending on company size and plan complexity, implementations run anywhere from 10 weeks to a year.
We’re hiring a Principal Professional Services Consultant to join a growing team leading these implementations end-to-end. This is a highly client-facing role: you’ll move fluidly between customer meetings and hands-on build work, owning the project timeline while managing customer expectations along the way. It’s a strong fit for someone who thrives in ambiguity, enjoys solving complex compensation problems, and wants the pace and ownership of a fast-moving, startup environment.
What You’ll Do
Lead full-cycle CaptivateIQ implementations, from requirements and comp plan design through data structure, build-out, UAT, and go-live, designing configurations that make each customer’s plan efficient and repeatable.
Own project timelines across multiple concurrent implementations, setting expectations with customers and internal stakeholders.
Serve as the primary client-facing contact, building trust with customer admin teams and handing off cleanly to Customer Success at go-live.
Scope new implementation or post-implementation services and support related negotiations as needed.
Become an expert in CaptivateIQ and sales commission structures, partnering with Product Managers, Customer Success Managers, and Sales throughout the engagement.
Proactively escalate project and account risks, maintain your billable utilization target, and define team best practices that raise the bar for delivery quality.
What You'll Bring
Background in sales compensation, as a consultant or as an administrator/practitioner using a comp tool in-house.
10+ years of experience as a consultant or implementation professional, with demonstrated project leadership (managing other consultants is not required).
Strong grasp of data modeling, formulas, and spreadsheet/database tools (Excel or similar); comfort with object-oriented and relational data concepts.
Excellent time management, able to move seamlessly between client meetings and hands-on build work, prioritizing across multiple engagements.
Friendly, obsessively customer-focused, and service-oriented, with strong problem-solving instincts.
Strong communication, analytical, and collaboration skills; comfortable working independently while knowing when to seek guidance.
A startup mindset, comfortable with ambiguity in a fast-changing environment, with a clear sense of why that environment is the right fit for you.
Background at a SaaS/technology company.
Nice to Have
SQL experience.
Experience with AI implementation.
Experience with CaptivateIQ or a competitor's sales compensation software (e.g., Xactly, Varicent, SAP Commissions).
Proficiency with CRMs (e.g., Salesforce) or ERPs (e.g., NetSuite).
Similar roles
- Project ManagerCaptivateIQ · Remote · Remote
- Senior Professional Services ConsultantCaptivateIQ · Remote · Remote
- Professional Services ConsultantCorelation · San Diego, CA · Onsite
Professional Services Consultant II (Public Safety Software) - RemoteCentralSquare Technologies · Remote · Remote- Professional Services Consultant (Hybrid)KnowBe4 · Clearwater, FL · Hybrid
- Senior Professional Services ConsultantOutreach.io · Remote · Remote
