Senior Analyst, Retail RevOps – GTM Analytics, Territory Design

This is a fully remote position, open to applicants in United States.

📋 Description

• Design scalable analyses related to sales execution, pipeline health, account prioritization, market coverage, territory performance, sales efficiency, and growth strategies.

• Develop decision support tools that highlight whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities.

• Perform Total Addressable Market (TAM), segmentation, and coverage analyses to inform leadership investments and scalability.

• Create and uphold scalable enrichment workflows that clean, classify, and enhance prospect and account data utilizing LLMs.

• Formulate territory and account prioritization models based on sales performance, volume potential, market characteristics, business attributes, and field capacity.

• Oversee the strategy for third-party market data, including vendor evaluation, procurement assistance, relationship management, and data quality supervision.

• Convert ambiguous business inquiries into structured methodologies, insights, and recommendations for stakeholders.

• Design and implement advanced territory models that enhance sales coverage, ensure equitable representation, and maximize market penetration across new retail sectors and regions.

• Lead the annual and mid-year territory carving initiatives, converting leadership’s overarching capacity targets into balanced, data-driven business portfolios.

• Create territory visualization and mapping tools that provide sales teams with insights into market coverage, prospect density, whitespace, and prioritization opportunities.

• Collaborate directly with sales leadership to assess territory health, identifying under-covered markets, capacity constraints, and expansion possibilities.

• Conduct TAM, segmentation, and propensity-to-buy analyses to advise leadership on optimal sales investment allocation.

• Transition legacy territory planning processes into scalable systems across Salesforce, Snowflake, and Sigma.

• Develop SQL/Python automations to enhance data quality, automate scoring models, and streamline account-to-territory routing.

• Manage territory data loads, mapping configurations, and rule exceptions in collaboration with central business technology teams.

• Enhance and categorize prospect data using LLMs and third-party data providers to refine account prioritization models.

• Act as the Retail Subject Matter Expert (SME) on market coverage, rules of engagement (ROE), and territory analytics.

• Create automated tools to monitor ROE exceptions, collaborating with central governance to enhance compliance workflows and automate conflict resolutions.

• Assess territory productivity, providing leadership with dashboards that track pipeline health, quota attainment by territory type, and outreach penetration.

⛳️ Requirements

• Over 5 years of experience in revenue operations, sales strategy, or Go-To-Market (GTM) analytics.

• Proven experience in territory carving using data-driven methodologies.

• Proficient in SQL and experienced with modern cloud data warehouses (Snowflake, BigQuery, or Redshift).

• Experience in creating dashboards, reports, analytics tools, or workflows that support decision-making processes.

• Familiarity with using AI or LLMs for data enrichment, classification, workflow automation, prospecting, or decision support tools.

• Practical experience with Salesforce CRM and Territory Management tools.

• Excellent stakeholder management capabilities.

• An entrepreneurial mindset.

• Bachelor’s degree in a quantitative discipline or equivalent experience.

🏝️ Benefits

• Competitive compensation and benefits packages.

• Health insurance coverage.

• 401(k) matching contributions.

• Flexible working hours.

• Paid time off.

• Opportunities for professional development.