Senior Analyst, GTM Territory Planning
On-siteMedellín, Antioquia, Colombia
Job Summary
Design, implement, and maintain territory models across Account Management, New Customer Acquisition, and Specialist organizations. Build capacity planning models and territory allocation frameworks to determine optimal headcount and balance workload distribution. Analyze territory performance data to identify gaps, then develop design recommendations and Day-in-the-Life models for leadership review. Process assignment changes through Salesforce workflows and maintain accurate records as the operational source of truth. Support annual and in-year planning cycles, including data preparation, change tracking, and impact assessments for account segment shifts. Prepare territory health summaries, capacity utilization reports, and hiring progress updates for leadership. Define dashboard reporting requirements in partnership with Systems teams.
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
Desired 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
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