Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Position Summary
The Senior Sales Operations Analyst owns critical components of the sales performance infrastructure, including data governance, territory design, quota methodology, and incentive compensation systems.
This role is responsible for ensuring that sales performance is measured accurately and incentivized effectively across a global organization. The individual partners closely with Sales Leadership, Finance, and IT to design scalable frameworks, maintain system integrity, and deliver insights that directly influence revenue outcomes. The position operates as a subject matter expert across sales data, territory and quota design, and commission processes.
This is a fixed-term position for two years.
How you will make an impact:
Data Management & Governance
- Own end-to- end governance of sales data across systems, including accounts, hierarchies, territories, quotas, and bookings
- Define and maintain data standards, business rules, and controls to ensure consistency and auditability
- Oversee data extraction, transformation, validation, and consolidation across enterprise platforms
- Partner with IT to design and optimize data architecture, including cubes, tables, and reporting layers
- Proactively identify data quality risks and implement scalable solutions to improve integrity and reliability
Territory Design & Quota Methodology
- Own territory design frameworks, including account segmentation, coverage models, and hierarchy structures
- Lead quota methodology development, including top-down and bottom- up allocation models aligned to business targets
- Build and maintain quota models that incorporate historical performance, market opportunity, and growth objectives
- Partner with Sales Leadership and Finance to calibrate and validate territory and quota plans
- Drive execution of annual and in- year territory and quota cycles, including scenario modeling, validation, and rollout
- Ensure governance, documentation, and traceability of all territory and quota decisions
Incentive Compensation Systems & Administration
- Own administration and optimization of incentive compensation systems (e.g., Xactly, Anaplan, Varicent or equivalent)
- Manage end-to- end commission processes, including data integration, calculation validation, payout review, and approvals
- Ensure accuracy, timeliness, and auditability of compensation outputs through robust controls and reconciliations
- Support incentive plan design through modeling, what- if analysis, and performance simulations
- Partner with Finance and Sales to resolve escalations, disputes, and policy- related inquiries
- Identify and implement automation and system enhancements to improve scalability and efficiency
Reporting & Performance Insights
- Deliver reporting and analytics across sales performance, quota attainment, and compensation outcomes
- Analyze trends across territories, segments, and roles to identify performance drivers and risks
- Provide actionable insights to Sales Leadership to support decision-making and performance optimization
Project Leadership & Continuous Improvement
- Lead cross- functional initiatives including territory redesigns, quota cycles, system implementations, and process transformations
- Translate business requirements into scalable system and process solutions
- Drive standardization and continuous improvement across global sales operations processes
- Act as a subject matter expert and escalation point for sales operations, data, and compensation topics
How you will get here:
Qualifications & Experience
- 5–7 years of experience in Sales Operations, Sales Compensation, Revenue Operations, or related field
- Proven ownership of territory design, quota setting methodologies, and incentive compensation processes
- Hands- on experience administering compensation platforms such as Xactly, Anaplan, Varicent, or similar systems is a plus
- Strong understanding of sales data models, hierarchies, and performance measurement frameworks
- Bachelor's degree in Finance, Accounting, Computer Science, MIS, or related field
Key Skills
- Deep expertise in sales data management and governance
- Strong command of territory planning and quota allocation methodologies
- Advanced knowledge of incentive compensation mechanics and systems
- Analytical rigor with ability to connect data to revenue outcomes
- Strong stakeholder management and ability to influence senior leaders
- High ownership mindset with ability to operate independently in a complex global environment
