Principal Professional Services Consultant

GTMnow; Toronto; Hybrid; CAD 135,000 - 200,000; Full time

Job summary

CaptivateIQ is hiring a Principal Professional Services Consultant to lead multi-week to multi-month implementations for sales performance optimization in a fast-moving startup environment. This role blends client meetings with hands-on build work, owning timelines and delivering repeatable configurations.

You will become an expert in sales compensation, data modeling, and CaptivateIQ, collaborating with Product, Customer Success, and Sales to ensure successful go-lives and ongoing engagements.

Qualifications

• 10+ years of consulting/implementation experience with proven project leadership.
• Strong data modeling, formulas, and spreadsheet/database skills.
• Excellent time management; able to move between client meetings and build work.

Responsibilities

• Lead full-cycle CaptivateIQ implementations from requirements to go-live.
• Own project timelines across concurrent implementations.
• Serve as the primary client-facing contact and coordinate with Customer Success at go-live.
• Scope new implementations or post-implementation services and support.
• Become an expert in CaptivateIQ and sales commission structures.
• Escalate project risks and improve delivery practices.

Skills

Sales compensation

Project leadership

Data modeling

Time management

Customer focus

Communication & collaboration

Adaptability

SaaS/tech experience

Tools

CaptivateIQ

Salesforce

NetSuite

Xactly

Job description

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 escalation 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).

$135,000 - $200,000 a year

The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $135,000 – $200,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE salary is just one component of CaptivateIQ's competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States