Senior Analyst, GTM Territory Planning

Position Summary

The Senior Analyst, GTM Territory Planning sits within the Territory Planning & Operations Management function and reports to the Sr. Manager (or Director), GTM Territory Planning. This role is responsible for supporting the design, execution, and ongoing maintenance of territory models across Account Management, New Customer Acquisition, and Specialist organizations.

This individual owns the analytical foundation of territory planning by building and maintaining capacity models, territory allocation frameworks, and coverage analyses that inform how GTM resources are deployed across the organization. The Senior Analyst translates headcount data, productivity benchmarks, and business priorities into structured planning outputs that enable leadership to make informed decisions regarding territory design, coverage strategy, and workforce allocation. 

Key Responsibilities

• Support the design, implementation, and maintenance of territory models across Account Management, New Customer Acquisition, and Specialist organizations.
• Build and maintain territory allocation frameworks that balance market opportunity, workload distribution, customer coverage, and business objectives.
• Analyze territory performance and coverage data to identify imbalances, gaps, and optimization opportunities.
• Develop territory design recommendations and supporting analyses for leadership review and decision-making.
• Build and maintain capacity planning models to determine optimal headcount requirements across GTM sales organizations.
• Develop Day-in-the-Life models and support ratio analyses to establish workload expectations and identify resource coverage gaps.
• Monitor hiring plans against Annual Operating Plan (AOP) targets, proactively identifying variances and updating planning assumptions.
• Evaluate productivity benchmarks and workload distribution metrics to assess territory effectiveness and resource utilization.
• Maintain Account Manager books of business and ensure territory assignments remain balanced, accurate, and aligned to organizational goals.
• Support annual and in-year territory planning cycles, including data preparation, model maintenance, change tracking, and execution support.
• Process and document territory and account assignment changes through established governance processes, including Salesforce case management workflows.
• Conduct impact assessments for account segment changes, evaluating implications on territory coverage, capacity, and resource allocation.
• Maintain accurate records of territory assignments, account movements, and planning decisions as the operational source of truth.
• Support customer segmentation reviews by preparing data analyses, reporting outputs, and recommendations for leadership teams.
• Define and document reporting requirements for territory planning dashboards and recurring planning reports in partnership with Reporting and BIS/Systems teams.
• Prepare territory health summaries, capacity utilization reporting, hiring progress updates, and other planning insights for leadership review.

Required Qualifications

• 3–5 years of experience in GTM Operations, Sales Operations, Revenue Operations, Territory Planning, or a closely related analytical role within a B2B SaaS environment.
• Experience building, maintaining, or supporting territory models, capacity planning frameworks, and coverage analyses in a structured sales organization.
• Strong hands-on experience with Salesforce, including knowledge of account management, territory structures, and CRM data governance processes.
• Strong analytical skills with experience working with large datasets, building structured business models, and translating findings into actionable recommendations.
• Advanced proficiency in Excel and data analysis techniques with strong attention to detail and data accuracy.
• Ability to manage multiple priorities while maintaining high standards of execution in a fast-paced environment.

Preferred Qualifications

• Experience supporting territory planning, quota planning, workforce planning, or resource allocation initiatives within a high-growth SaaS organization.
• Familiarity with Annual Operating Plan (AOP) processes, sales headcount planning, and productivity benchmarking methodologies.
• Experience conducting coverage analysis, book-of-business balancing, and account segmentation initiatives.
• Knowledge of GTM organizational structures, sales motions, and territory management best practices.
• Experience partnering with Reporting, Analytics, Business Intelligence, or Systems teams to operationalize planning requirements.
• Strong communication and stakeholder management skills with the ability to present recommendations to cross-functional leadership teams.
• Demonstrated ability to identify operational inefficiencies and drive process improvements through data-driven insights.