Senior Analyst, GTM Strategy & Planning

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.

This is an individual contributor role that partners closely with GTM Strategy, Finance, Sales Leadership, GTM Operations, Compensation, and BIS/Systems teams to ensure territory models remain accurate, scalable, and aligned with business objectives.

Key Responsibilities

Territory Design & Allocation

• 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.

• Maintain territory data integrity across Salesforce and related planning systems, ensuring models accurately reflect approved designs and assignments.

Capacity Planning & Coverage Modeling

• 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.

• Support Finance and HR planning cycles by providing headcount and coverage modeling insights and recommendations.

Account & Territory Operations

• 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.

Segmentation & Lead Distribution Support

• Support customer segmentation reviews by preparing data analyses, reporting outputs, and recommendations for leadership teams.

• Maintain the accuracy and consistent application of customer segmentation criteria across GTM systems and processes.

• Provide analytical support for lead routing and distribution strategies by evaluating capacity, territory alignment, and utilization metrics.

• Identify and resolve segmentation or lead distribution inconsistencies in partnership with BIS/Systems teams.

Reporting & Planning Insights

• 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.

• Track and report on territory coverage metrics, AOP hiring progress, and book-of-business balance on a recurring cadence.

• Translate planning data into concise, actionable recommendations that support territory, hiring, and coverage decisions.

Cross-Functional Collaboration

• Partner with GTM Strategy, Finance, and Sales Leadership teams to ensure territory and capacity models reflect evolving business priorities.

• Collaborate with BIS/Systems teams to maintain territory data accuracy across Salesforce and connected planning tools.

• Work closely with GTM Operations and Compensation teams to evaluate downstream impacts of territory and account assignment changes.

• Support governance processes by maintaining clear documentation of territory decisions, account movements, and approved exceptions.

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.

• Advanced proficiency in Microsoft Excel, including complex modeling, data analysis, and Power Query.

• Strong analytical skills with experience working with large datasets, building structured business models, and translating findings into actionable recommendations.

• Demonstrated ability to leverage AI tools such as Microsoft Copilot, Claude, or ChatGPT to improve productivity, efficiency, and business problem solving.

• Strong attention to detail with a commitment to maintaining data accuracy and model integrity across multiple planning initiatives.

• Ability to manage multiple priorities while maintaining high standards of execution in a fast-paced environment.

• Strong communication skills with the ability to prepare structured analyses and planning recommendations for leadership review.

Preferred Qualifications

• Experience supporting territory planning, workforce planning, quota 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, customer segmentation, and territory optimization initiatives.

• Knowledge of GTM organizational structures, sales motions, and territory management best practices.

• Experience partnering with Finance, Sales Leadership, GTM Operations, Compensation, Reporting, Business Intelligence, or Systems teams to operationalize planning requirements.

• Familiarity with Power BI, Sigma, or similar business intelligence and reporting platforms.

• Demonstrated ability to identify operational inefficiencies and drive process improvements through data-driven insights.