Manager, Sales Strategy & Enablement- Comp, Quota, Territories

Cox Communications • Atlanta, GA

1d • $99,000 - $165,000 • Hybrid

About The Position

The Manager, Sales Strategy & Enablement- Comp, Quota, Territories plays a critical role at the intersection of leadership, strategic analysis, and relationship building. This role is responsible for owning and driving the development of sales compensation plans, quota strategies, and territory design in close partnership with Cox Automotive Sales and Sales Business Operations (SBO) stakeholders. This individual will leverage strong analytical expertise and business acumen to align sales performance structures with organizational goals, while also fostering trusted relationships across cross-functional teams. The ideal candidate brings a blend of strategic thinking and hands-on execution, thriving in a fast-paced environment where precision, agility, and collaboration are key to success.

Requirements

• Bachelor’s degree in related discipline and 6 years of business experience in relevant functional areas (e.g., Sales, Sales Operations, Sales Strategy). The right candidate could also have a different combination, such as a master’s degree and 4 years’ experience; a Ph.D. and 1 year of experience; or 10 years’ experience in a related field.
• Experience with external compensation, quota, and territory management tools
• Proven ability to lead and deliver end-to-end projects in dynamic environments, overcoming obstacles and driving results
• Strong communication skills with experience engaging executive sales leaders and cross-functional partners
• Ability to multi-task and manage multiple projects simultaneously while maintaining attention to detail
• Deep understanding of sales tools, processes, and methodologies, with the ability to develop strategic roadmaps and execute enablement visions
• Advanced proficiency in Salesforce.com and Microsoft Office Suite (Excel, PowerPoint, Outlook, Word)
• Demonstrated ability to build and maintain strong partnerships across complex, multi-layered organizations, including executive-level stakeholders
• Proven success in gathering and translating feedback into actionable strategies that address cross-functional business needs
• Experience collaborating across departments and business units with varying levels of leadership and team maturity
• Highly detail-oriented with strong organizational and project management skills
• Excellent written and verbal communication abilities
• Self-starter who thrives in a fast-paced, rapidly evolving environment
• Ability to respond quickly, take initiative, and lead teams through challenges and change
• Energetic, curious, and growth-minded learner who can drive adoption of new programs and offerings across the organization

Nice To Haves

• MBA or other advanced degree
• Fleet industry experience
• Experience with Anaplan or Incent or other similar quota-setting and compensation tools
• Experience with external mapping tools to build geography-based territories
• Experience with Copilot or other similar AI tools

Responsibilities

• Serve as the subject matter expert in compensation design, quota setting, and territory strategy—balancing strategic foresight with hands-on execution to drive scalable, high-impact outcomes supporting the newly formed Fleet Solutions sales organization
• Lead the development of sales compensation plans, territory frameworks, and quota strategies that align with long-term business goals while delivering immediate value to sales teams.
• Think strategically and holistically about how compensation, territory, and quota design influence sales behavior, market coverage, and organizational performance.
• Drive territory planning and optimization initiatives that reflect both macro-level market dynamics and micro-level team capabilities, ensuring balanced coverage and maximum penetration.
• Lead cross-functional initiatives involving GTM changes, comp plan rollouts, quota adjustments, and territory realignments, translating strategic intent into clear, actionable plans.
• Champion a culture of agility, ownership, and accountability across sales operations, influencing executive stakeholders and promoting operational excellence across Cox Automotive.
• Provide leadership across high-priority initiatives by connecting big-picture strategy with tactical execution, ensuring alignment, clarity, and measurable impact.
• Make data-driven, strategic recommendations by synthesizing performance metrics, industry benchmarks, and business insights to guide sales planning and decision-making.
• Facilitate annual and quarterly sales planning cycles, including quota and target setting, budgeting, and performance reviews, in partnership with senior sales and finance leaders.
• Build and manage a standardized quota distribution model across multiple sales teams and job profiles, ensuring fairness, transparency, and alignment with business goals.
• Deliver actionable insights to sales leaders by identifying performance gaps, surfacing opportunities, and driving strategic conversations through robust analytics.
• Maintain consistent visibility into the effectiveness of compensation plans, territory coverage, and leadership impact through a comprehensive reporting suite.
• Operate effectively in a fast-paced, do-it-yourself culture, where success depends on the ability to think big, act fast, and execute with precision.

Benefits

• A competitive salary and top-notch bonus/incentive plans.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Professional development and continuing education opportunities.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Extra perks like pet insurance, employee discounts and much more.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees