Lead the design and evolution of quota-setting methodologies, governance standards, and quota allocation frameworks across sales organizations.
Own annual and mid-year quota review processes, ensuring quotas remain aligned to business priorities, market dynamics, territory potential, and organizational objectives.
Partner with Sales Leadership, Sales Operations, Revenue Operations, Finance, and Compensation teams to evaluate, validate, and optimize quota assignments and performance outcomes.
Develop and manage renewal quota frameworks that incorporate retention performance, book of business dynamics, growth expectations, and account maturity considerations.
Establish scalable quota governance models, decision frameworks, and approval processes to drive consistency, transparency, and accountability across the organization.
Lead analytical reviews of quota attainment, productivity metrics, territory performance, and quota effectiveness to identify opportunities for optimization and improved business outcomes.
Design and implement structured frameworks for evaluating quota outliers, performance anomalies, and exception scenarios, including PCR impacts, negative growth territories, territory disruptions, and account concentration risks.
Own governance processes for Large Deals, Mega Deals, Strategic Transactions, and other exceptional business events, including impact assessments, quota treatment recommendations, and executive review support.
Develop standardized methodologies for assessing slipped deals, forecast impacts, quota attainment implications, and performance normalization requirements.
Deliver executive-level reporting, dashboards, insights, and recommendations that support quota governance, sales planning, and strategic decision-making.
Drive continuous improvement initiatives focused on simplifying quota processes, improving operational efficiency, strengthening governance controls, and enhancing analytical capabilities.
Serve as a subject matter expert for quota planning, quota governance, sales performance analytics, and compensation-related business processes.
Requirements
Bachelor's degree in business, Finance, Economics, Statistics, Analytics, Mathematics, or a related discipline.
7+ years of experience in Sales Operations, Revenue Operations, Sales Compensation, Quota Planning, Business Analytics, or related functions.
Demonstrated expertise in quota planning methodologies, quota governance, sales performance management, and compensation administration.
Strong experience leading quota review cycles, sales performance assessments, and executive-level business reviews.
Advanced analytical and problem-solving skills with the ability to translate complex data into actionable business insights.
Experience working with CRM, sales planning, and compensation platforms such as Salesforce, Anaplan, Xactly, Varicent, CaptivateIQ, Tableau, or Power BI.
Exceptional stakeholder management, communication, and influencing skills, with experience partnering with senior leaders across multiple functions.