GBF GTM Operations Analyst - Territory & Compensation Planning

GBF GTM Operations Analyst - Territory & Compensation Planning

About the Role

The GBF GTM Operations Analyst supports the planning and ongoing management of sales territories, quotas, and incentive compensation, translating go-to-market strategy into balanced territory coverage, accurate sales targets, and effective compensation plans.

The analyst will support an assigned business portfolio and help manage the compensation-planning lifecycle from annual target and plan development through ongoing maintenance, reporting, replans, and compensation-related business support.

Working closely with Business Operations, Finance, and compensation teams, the successful candidate will combine analytical problem solving, operational discipline, and sound judgement to manage established processes independently and recommend solutions to complex business issues. They will also use AI and automation to simplify processes, strengthen controls, and improve accuracy and efficiency.

The role combines analytical problem solving, operational delivery, and continuous improvement. The successful candidate will manage established processes independently, provide recommendations on complex business changes, build strong business partnerships, and use AI and automation to improve accuracy, controls, and efficiency.

Key Responsibilities

• Support the annual territory, quota, and incentive compensation planning cycle, coordinating data preparation, analysis, stakeholder submissions, approvals, and implementation.

• Build a strong understanding of the assigned business, organizational structure, sales roles, compensation plans, and underlying go-to-market strategy

• Analyze account, territory, pipeline, and attainment data to assess coverage, identify gaps and overlaps, and recommend territory and target adjustments.

• Partner with Business Operations, Field Finance, and compensation stakeholders to model scenarios and align territory structures, quotas, and compensation plans with business priorities.

• Coordinate territory review and acceptance cycles, tracking completion, addressing feedback and managing outstanding actions.

• Prepare validate and maintain compensation plans, accurate territory assignments, targets, throughout the year, incorporating new hires, employee movements, organizational changes, unplanned leaders, employee movements and account hierarchy updates.

• Evaluate Territory Change Requests and replans, identifying their impact on sales coverage, quota allocation, compensation eligibility, and downstream processes.

• Prepare and validate planning submissions and system uploads, completing quality checks and supporting go-live, territory reviews, and acceptance activities.

• Review sales-credit, attainment, target, and compensation reporting, investigating discrepancies and coordinating resolution of assignment, booking, plan, and policy issues.

• Support forecasting and relevant quarterly bonus, pool, leadership, and other manual compensation processes.

• Apply established planning methodologies, policies, and approval requirements, maintaining clear documentation and escalating material risks or exceptions appropriately.

• Provide clear analysis and recommendations for business reviews and planning decisions, and develop guidance and training for operational stakeholders.

• Take ownership of territory and compensation issues through resolution, working across business and technical teams to address root causes and prevent recurring problems.

• Simplify and standardize processes, using analytics, AI tools, and workflow automation to reduce manual work, improve reporting, and strengthen operational controls.

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