Sales Ops Analyst – Territory
About The Position
The Sales Operations Analyst is responsible for the accuracy and day-to-day governance of sales territories and customer accounts across all go-to-market segments. Working with Sales Operations leadership and Sales Management, the role supports territory design, account assignment and creation, ownership rules, and account hierarchies so that sales coverage is clear, consistent, and correctly represented in company systems. The analyst also connects assigned accounts with recurring billings to support accurate quota setting and territory planning. The role monitors territory and account data, investigates discrepancies, prepares territory and data-quality reporting, and provides operational support for requests in line with documented service-level expectations. It coordinates with Sales, Finance, Marketing, and other operational teams when account, billing, or territory decisions affect downstream systems and reporting.
Requirements
- Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field, or equivalent practical experience.
- 2 to 4 years of experience in Sales Operations, Revenue Operations, business operations, data management, or a related role.
- Strong Excel or spreadsheet skills and ability to reconcile data from multiple sources with close attention to detail.
- Clear written and verbal communication skills, including judgment to escalate exceptions and explain decisions to sales managers and business partners.
- Experience with CRM data, such as Salesforce, HubSpot, or PEGA, including accounts, ownership assignments, hierarchies, territories, or similar master-data structures.
- Experience using AI-assisted tools, such as copilots, summarization tools, or chatbots, with the ability to critically evaluate and verify AI-generated outputs.
- Ability to learn, evaluate, adapt to, propose, and implement AI-augmented workflows to continually enhance individual and team productivity.
- Ability to manage recurring operational work alongside time-sensitive requests while meeting established service levels.
Responsibilities
- Support the design, segmentation, and maintenance of sales territories across go-to-market teams.
- Partner with sales managers to validate territory boundaries, coverage models, and account assignments.
- Manage account creation and assignment processes; maintain ownership rules, research potential duplicate accounts, and resolve ownership questions according to established policies.
- Build and maintain parent, subsidiary, and related-account relationships that reflect how customers buy, renew, use, and expand.
- Match accounts and recurring billings to the correct territories and owners, investigate exceptions, and provide inputs for quota setting and territory planning.
- Monitor territory and account data for completeness, accuracy, and consistency; identify root causes, coordinate corrections, and recommend preventive controls.
- Prepare territory grading, account distribution, coverage, and data-quality reports; summarize findings for Sales Operations and sales leadership and support recurring planning and review cycles.
- Respond to territory and account requests, communicate status and resolution, and meet documented service-level expectations.
- Coordinate with Sales, Finance, Marketing, and other operational teams when account, billing, or territory decisions affect downstream systems and reporting.
Benefits
- Medical insurance
- Vision insurance
- Dental insurance
- Short-term and long-term disability insurance
- Life insurance
- 401(k) profit-sharing contribution
- Paid time off and holidays
- Parental leave
- Tuition reimbursement
- Other compensation may include a discretionary annual variable target incentive.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
