[ghostool]

I'm considering a similar opportunity. The implementation role I've been offered will be crucial in securing longer-term contracts for my employer. I'm curious what variable-compensation structures others have seen for this sort of position. Is it reasonable to expect a percentage of successfully secured longterm contracts, or something based on retention? Aside from an equity package, how can someone in this position be incentivized in a way commensurate with their value?

[josephmosby]

It depends on whether you are expected to participate in those sales cycle discussions or not.

If your role is to hang out at your desk until someone sells your implementation services, then no, you will probably not get commission on sales. You should demand a fixed salary comparable to if you were a SWE working on the product directly.

If you are expected to participate in the sales cycle in some way (like stitching together a demo), you will probably receive some sort of commission.

This is a pretty fair thing to ask about in an interview or in comp discussions. "Am I expected to be involved in sales efforts, or am I simply deployed after the sale?" Adjust salary/commission demands accordingly.