Responsibilities
- Continuously assess and enhance sales territories throughout the year to uncover untapped markets, address coverage shortfalls, and target high-potential areas for revenue growth instead of relying on static annual planning.
- Lead both annual and mid-year go-to-market planning, including customer segmentation, territory structuring, and determining optimal coverage models.
- Design and implement territory strategies by creating comprehensive account lists, applying scoring methodologies, and defining routing rules using data enrichment platforms like Clay and ZoomInfo.
- Collaborate with Sales, Strategic Partnerships, and Business Development teams to ensure territory layouts and account assignments support pipeline generation and revenue targets.
- Supervise the Territory Analyst in building, validating, and maintaining territory logic, account lists, and CRM hierarchy structures.
- Establish key performance indicators for territory performance and regularly report outcomes to stakeholders.
- Ensure accuracy and consistency of go-to-market data, including accounts, contacts, and territories, across CRM and third-party data platforms.
- Promote the use and refinement of data enrichment processes to maintain up-to-date and reliable account and contact information.
- Work closely with the RevOps Systems team to automate workflows related to territory assignment, quota setting, and compensation logic.
- Detect and eliminate duplicate records in the CRM system and implement preventive measures as the volume of accounts and contacts grows.
- Create and maintain documentation for data standards, territory rules, and procedural updates, providing clear guidance for teams dependent on GTM data.
- Manage the methodology for assigning quotas, translating company revenue goals into individual and team-level targets.
- Develop and sustain bottoms-up capacity models based on hiring plans, onboarding timelines, and productivity expectations.
- Track progress against quotas and proactively identify risks related to sales coverage or capacity constraints.
- Lead the creation, documentation, and management of incentive compensation plans for sales and related roles, in coordination with Sales, Marketing, Finance, and HR leaders.
- Oversee the Sales Compensation Analyst in calculating commissions, administering plans, and resolving disputes.
- Evaluate the impact of compensation plans and suggest adjustments to increase effectiveness and return on investment.
- Provide leadership and development for direct reports by defining team objectives, expectations, and strategic direction within the broader RevOps function.
