- Own end-to-end territory design and segmentation strategy, including account allocation, coverage models, and market prioritization
- Lead annual and ongoing planning cycles, including territory planning, quota setting, and capacity modeling
- Balance growth, efficiency, and seller productivity through data-driven territory and coverage design
- Continuously evaluate and optimize territory performance and make recommendations to leadership
- Define how revenue performance is measured and operationalized across the business
- Own the performance analytics framework (pipeline health, conversion, productivity, and forecasting inputs)
- Translate complex data into clear, actionable recommendations that influence GTM strategy
- Identify structural performance gaps and lead initiatives to improve outcomes
- Own and evolve reporting and data infrastructure across Salesforce, Tableau, and data platforms
- Use SQL and Databricks to build scalable data models and enable self-serve analytics
- Design and deliver Tableau dashboards that support executive decision-making
- Ensure high standards of data quality, governance, and consistency across systems
- Act as a strategic partner to Sales and Revenue leadership (VP+), influencing planning, investment, and operating decisions
- Independently lead cross-functional alignment across Sales, Finance, Marketing, and Data teams
- Operate effectively in high-stakes, ambiguous environments without requiring senior oversight
- Own and run critical business cadences (e.g., annual planning, QBRs, performance reviews)
- Design scalable processes that improve efficiency and reduce friction in the sales process
- Drive initiatives from problem identification through execution and measurable impact
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