Go-To-Market (GTM) Territory Design Lead

Thomson Reuters•Eagan, MN

1d•Hybrid

About The Position

The Go-To-Market (GTM) Territory Design Lead is a critical Revenue Operations role responsible for translating go-to-market strategy into actionable territory structures, account assignments, and quota frameworks. This individual ensures that sales capacity is deployed against the highest-value opportunities, that coverage models are defensible and equitable, and that the systems underpinning revenue execution — CRM, compensation, and data infrastructure — reflect ground truth at all times. This role sits within the Commercial Excellence team and operates as a trusted partner to Sales, Finance, HR, and Sales Compensation. It requires an equal command of quantitative rigor and executive communication — turning complex data into clear, decision-ready recommendations for business leaders. Territory design sits at the intersection of strategy and execution. In this role, you will have direct visibility into how Thomson Reuters goes to market across its business segments, and real influence over how sales resources are allocated against revenue targets. Your models will inform executive decisions. Your system outputs will drive rep pay. The work is analytically demanding, commercially meaningful, and highly visible.

Requirements

Bachelor’s degree and 6+ years of experience in Sales Operations, Revenue Operations, Sales Compensation, or a related commercial finance function.
Demonstrated ability to build territory models, size markets, and set quotas with clear financial logic and documented assumptions.
Fluency translating data into executive-ready recommendations; experience presenting territory scenarios and quota rationale directly to business leaders.
Advanced proficiency in Microsoft Excel and Access; hands-on experience with Salesforce, SAP, Xactly, Business Objects, and territory design platforms.
Comfort operating across both strategic planning and transactional execution — you can present a sizing framework to a VP in the morning and update system records in the afternoon.
Strong project management instincts with the ability to manage multiple territory cycles simultaneously, meet tight deadlines, and maintain accuracy under pressure.
A genuine interest in understanding the breadth of Thomson Reuters’ product portfolio and business segments as the foundation for credible, market-informed territory design.

Responsibilities

Drive annual territory planning: Own the end-to-end territory lifecycle from segmentation and sizing through account assignment, quota setting, and mid-year realignments — ensuring each phase is completed on time, with documented rationale and stakeholder sign-off.
Develop defensible territory models: Build and maintain sizing models that quantify market opportunity, sales capacity, and revenue potential by territory — enabling leaders to make data-backed decisions on coverage, headcount, and channel strategy.
Translate strategy into territory structure: Design and present multiple territory scenarios in response to evolving go-to-market strategies, headcount changes, or product launches — proactively identifying optimization opportunities before they become coverage gaps.
Ensure system fidelity across platforms: Convert finalized territory designs and quota decisions into system-ready data for CRM (Salesforce), compensation platforms (Varicent), and the data warehouse — with a zero-tolerance standard for accuracy.
Own data quality and governance: Serve as a subject matter expert on TR’s order-to-cash and CRM data environments, building reusable constructs that improve speed and consistency across territory cycles.
Partner across Revenue Operations functions: Lead cross-functional alignment sessions with Finance, HR, and Sales Compensation — communicating territory impacts clearly and translating business leader decisions into executable outputs.
Improve the operating model: Champion continuous improvement in territory methodology, tooling, and process documentation to reduce cycle time and increase the strategic value of territory decisions.

Benefits

Flexible hybrid working environment (2-3 days a week in the office depending on the role)
Flex My Way policies designed to help manage personal and professional responsibilities
Work from anywhere for up to 8 weeks per year
Continuous learning and skill development opportunities
Grow My Way programming
Skills-first approach
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance
Two paid volunteer days off annually
Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
Market competitive health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays (including two company mental health days off)
Parental leave
Sabbatical leave
Optional hospital, accident and sickness insurance paid 100% by the employee
Optional life and AD&D insurance paid 100% by the employee
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection benefit paid 100% by employee
Access to 529 Plan
Commuter benefits
Adoption & Surrogacy Assistance
Access to Employee Stock Purchase Plan