About The Role
As a
Senior Sales Planning Associate, you are the architect of the sales organization's success. You ensure that commercial teams are set up to win before the quarter begins by translating high-level financial targets into clear, fair, and motivating goals for the frontline.
You will own the technical and operational execution of
Commercial Strategy, Quota Setting, and Headcount Capacity Planning. In this role, you will serve as a strategic advisor to Sales Leadership, using data to identify opportunity areas and recommend how resources should be deployed to maximize revenue outcomes.
This is a
Senior Associate-level role. You are expected to operate beyond reporting. You must be able to build complex models, defend your methodology to senior stakeholders, and independently manage the quarterly planning cadence.
What You'll Do
Quota Setting Methodology
- Design and execute the bottom-up quota-setting process.
- Model seasonality, ramp curves, and historical performance trends.
- Set targets that are ambitious, data-backed, and achievable.
Capacity & Headcount Planning
- Partner with Finance and HR to track and model sales capacity.
- Analyze the impact of hiring waves, attrition, and ramp time.
- Quantify how capacity changes affect achievement of the regional and global revenue plan.
Forecasting & Trend Analysis
- Build predictive models to stress-test planning assumptions.
- Analyze variance between Plan vs. Actuals.
- Continuously refine quota methodologies based on performance insights.
Planning Cycle Execution
- Own the operational timeline for monthly and quarterly planning cycles.
- Ensure CRM systems and planning tools are updated accurately and on time.
- Manage territory assignments and quota uploads with precision.
Stakeholder Management
- Partner with APAC Commercial and Operations teams to execute quota and planning timelines.
- Collaborate with Finance and Strategy & Planning to align commercial execution with regional strategy.
Basic Qualifications
- 5+ years of experience in Sales Operations, Consulting, Finance, or Strategy.
- Direct experience in Sales Planning, Territory Management, or Revenue Operations.
- Bachelor's degree in Business, Economics, Mathematics, Engineering, or a related field.
- Advanced financial modeling skills with expert-level proficiency in Excel or Google Sheets.
- Strong understanding of B2B sales metrics, including Sales Velocity, Coverage Ratios, and Participation Rates.
Preferred Qualifications
- SQL proficiency with the ability to independently query and audit performance data.
- Experience validating territory logic and quota performance through data analysis.
