The finance background that makes Salesforce Spiff implementations different.
Most consultants can configure Salesforce Spiff. Fewer understand whether the commission plan itself is correctly designed, how it reads on a P&L, or what it takes to earn a rep's lasting trust. That's the difference 12+ years across Finance and RevOps makes — and what clients tend to notice most.
The career behind the consultancy
I started in finance — not RevOps. Over 12 years I worked as a financial analyst and FP&A manager across three very different industries and company types, from a global biotech corporate to a hyper-growth SaaS scale-up, before moving into Revenue Operations and building a focused practice around Salesforce Spiff.
That background matters. It means I approach every commission implementation through lenses most consultants simply don't have access to.
Built the foundations of financial reporting, data modelling, and operating inside complex multi-entity corporate structures at one of the world's largest biotech companies. Developed the analytical rigour and attention to data integrity that later shaped how I approach commission data quality and auditability in every Salesforce Spiff implementation.
Progressed from Senior Financial Analyst to Acting FP&A Manager, planning and forecasting divisional revenues for a global division of one of the world's most recognised financial services brands. Operating at this scale — across global business units, multiple currencies, and senior Finance leadership — gave me a clear picture of what CFOs and Finance Directors actually need from any incentive compensation system: accuracy, auditability, and zero surprises at month-end.
Joined Databricks as the first FP&A Analyst hired in the EMEA region, building Finance support for the sales and GTM motion in a hyper-growth SaaS environment. Working directly alongside commercial teams gave me a close-up view of how commission structures drive — or fail to drive — the right sales behaviours, and what rep distrust in a commission system actually costs an organisation.
Moved into Revenue Operations at Storyblok — one of the world's most recognised headless CMS platforms — and led the end-to-end Salesforce Spiff implementation from scratch. 10 commission plans designed and built with tiered accelerators and clawback logic, connected to Salesforce, configured across 8 currencies for an international sales team. 100+ reps onboarded. Kickoff to go-live in 4 weeks. Monthly disputes dropped from 15 to 2–3.
Three perspectives. One implementation.
The case for working with a dedicated Salesforce Spiff consultant is usually framed around technical depth. But the platform isn't the hard part — Salesforce Spiff is well-designed. The hard part is knowing whether the commission plan is correctly structured in the first place, how it will behave under real deal conditions, and how Finance and reps will experience it month to month.
That's where a background spanning FP&A, RevOps, and high-growth SaaS sales teams changes what I bring to an engagement.
Auditability. Clean reconciliation. Dispute processes that don't consume 15 hours of Finance time every cycle. I've seen commission outputs land on a P&L from the Finance side — I know what matters and what creates problems downstream. An implementation that looks clean in the platform but creates month-end chaos for Finance isn't a success. It's a deferred problem.
Commission plans don't exist in isolation. They connect to quota design, pipeline management, CRM data quality, and how deals are recognised. If the plan has structural problems that will surface as disputes, I'll identify them before they're built in — not after reps start questioning their statements and Finance starts fielding queries.
I've worked directly alongside sales teams in fast-scaling SaaS environments and seen what commission designs genuinely motivate vs. what they confuse. The goal isn't just a plan that calculates correctly — it's one reps understand, believe in, and don't spend three hours a month verifying against a spreadsheet.
Most Salesforce Spiff consultants come from one of these directions. Having all three is the unusual part.
Direct access to Salesforce Spiff's internal team
I work directly with Salesforce Spiff's internal Solutions Architects — including US-based specialists Robert Ostler and Ali Schurman. That relationship changes what I can offer in every engagement.
Direct visibility into platform updates and roadmap changes before they're widely published. Best practices drawn from across Spiff's global customer base — not just from documentation or trial and error. And a real escalation path when an implementation hits genuinely complex edge cases: unusual CRM configurations, plan logic that pushes platform limits, multi-currency setups that need platform-level guidance.
It's not the same as reading the help articles. It's having the people who architect the platform available when the hard problems come up.
The Storyblok implementation
The clearest proof of what this practice delivers is the Salesforce Spiff implementation at Storyblok — a full zero-to-one build for one of the world's most recognised headless CMS platforms.
10 commission plans designed and built from scratch — multi-variable structures with tiered accelerators and clawback logic, configured for roles across the full sales org. Connected to Salesforce as the single source of truth. 8-currency handling for an international team spread across multiple regions. 100+ reps onboarded. Kickoff to production go-live in 4 weeks. Monthly commission disputes dropped from 15 to 2–3 in the first post-launch cycle — an 80%+ reduction — and ~15 hours per month returned to Finance and RevOps.
Beyond the numbers: reps open Salesforce Spiff and trust what they see. Finance doesn't spend hours investigating discrepancies. That's what a good implementation actually delivers.
Read the full Storyblok case studyCredentials & background
Work directly with me — from day one.
No account managers, no junior consultants handed a brief. You get Isma Delgado on every call, every build, every decision — from the first discovery conversation to go-live and beyond.