GBF GTM Operations Analyst – Territory & Compensation Planning

Oracle•Nashville, TN

About The Position

The GBF GTM Operations Analyst supports the planning and ongoing management of sales territories, quotas, and incentive compensation. The role translates go-to-market strategy into balanced territory coverage, accurate sales targets, and effective compensation plans, supporting an assigned business portfolio through the full compensation-planning lifecycle—from annual target and plan development to ongoing maintenance, reporting, replans, and compensation-related business support. Working closely with Business Operations, Finance, and compensation teams, the analyst applies analytical problem solving, operational discipline, and sound judgment to manage established processes independently and recommend solutions to complex business issues. The role also uses AI and automation to simplify processes, strengthen controls, and improve accuracy and efficiency. The successful candidate will build strong business partnerships and contribute to continuous improvement.

Requirements

Five or more years of relevant experience in business operations, sales operations, finance, compensation planning, analytics, or a related field.
Strong analytical and problem-solving skills, including the ability to interpret complex data, exercise independent judgment, and make practical recommendations.
Strong Excel skills and experience working with large, complex datasets.
Hands-on experience with AI tools such as Codex or Claude, prompt design, and workflow automation.
Strong attention to detail and understanding of how territory, quota, and compensation decisions affect wider business processes.
Clear written and verbal communication skills, with the ability to explain complex topics and build effective cross-functional relationships.
Strong organization and prioritization skills, with the ability to work independently and meet competing deadlines.
A proactive approach to learning, resolving issues, and improving how work gets done.

Nice To Haves

A degree in Finance, Accounting, Economics, Business, Data Analytics, or a related discipline.
Experience in sales operations, Finance, analytics, territory planning, quota setting, or incentive compensation.
Experience with process improvement, reporting automation, or data visualization.

Responsibilities

Support the annual territory, quota, and incentive compensation planning cycle, coordinating data preparation, analysis, stakeholder submissions, approvals, and implementation.
Build an understanding of the assigned business, organizational structure, sales roles, compensation plans, and 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, territory assignments, and targets throughout the year, incorporating hires, employee movements, organizational changes, leadership changes, and account hierarchy updates.
Evaluate Territory Change Requests and replans, identifying impacts on sales coverage, quota allocation, compensation eligibility, and downstream processes.
Prepare and validate planning submissions and system uploads, complete quality checks, and support go-live, territory reviews, and acceptance activities.
Review sales-credit, attainment, target, and compensation reporting; investigate discrepancies and coordinate 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; maintain clear documentation and escalate material risks or exceptions appropriately.
Provide analysis and recommendations for business reviews and planning decisions, and develop guidance and training for operational stakeholders.
Own 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.

Benefits

Medical, dental, and vision insurance, including expert medical opinion.
Short-term and long-term disability insurance.
Life insurance and AD&D.
Supplemental life insurance for employees, spouses, and children.
Health care and dependent care Flexible Spending Accounts.
Pre-tax commuter and parking benefits.
401(k) Savings and Investment Plan with company match.
Paid time off, including flexible or accrued vacation depending on employee eligibility and position.
11 paid holidays.
Paid sick leave: 72 hours upon hire, refreshed each calendar year, with unused balance carried over up to a 112-hour cap.
Paid parental leave.
Adoption assistance.
Employee Stock Purchase Plan.
Financial planning and group legal benefits.
Voluntary auto, homeowner, and pet insurance.
May be eligible for bonus and equity.