Senior Analyst, Quota Review and Planning Analytics

Role Overview

• 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.

Tech Stack

• Tableau

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Professional development opportunities