Senior Business Analyst: Go-To-Market & Territory Management

Waters Corporation•Milford, MA

2d•Hybrid

About The Position

As a Business Analyst supporting Go-To-Market (GTM) and Territory Management within the Commercial Excellence team, you will play a key role in enabling strategic sales execution through process analysis, territory optimization, and platform enhancements—primarily within Salesforce. You will collaborate closely with global stakeholders, Product Owners, and IT partners to understand business needs, translate them into actionable requirements, and support the delivery of scalable solutions that drive commercial performance. This role requires a strong understanding of sales operations, territory planning, and GTM strategies, along with the ability to work in an Agile environment and contribute to continuous platform improvement.

Requirements

Strong understanding of sales operations, GTM strategies, and territory planning
Experience with Salesforce, including Sales Cloud and Enterprise Territory Management
Ability to analyze complex business processes and translate them into technical requirements
Skilled in Agile methodologies and backlog management
Excellent communication and facilitation skills across global teams
Ability to influence stakeholders and drive consensus
Bachelor’s degree required; preferred in Business, Computer Science, or related field
4+ years of experience in business analysis or sales operations

Nice To Haves

Experience working with Salesforce in a business or technical capacity
Salesforce certifications (Administrator, Sales Cloud Consultant) preferred

Responsibilities

Analyze GTM models and territory structures to identify opportunities for optimization and alignment with business goals.
Support the development of future-state process models aligned with business priorities and platform capabilities.
Support the definition of territory rules, hierarchies, and assignment logic to improve sales coverage and reduce overlaps.
Evaluate current sales and marketing processes to identify pain points and improvement opportunities.
Document process flows, gaps, and recommendations for harmonization across global teams.
Build strong working relationships with global stakeholders to gather business requirements and ensure alignment.
Support change management efforts by contributing to communication plans and training materials.
Translate business needs into clear, actionable platform requirements.
Collaborate with Product Owners and business stakeholders to prioritize enhancements and maintain a platform roadmap.
Organize epics and user stories into deliverable work packages and participate in sprint planning, stand-ups, and retrospectives.
Validate delivered functionality against acceptance criteria and business expectations.
Conduct data loads and updates using Salesforce Data Loader as needed.
Monitor platform performance and adoption using defined KPIs and metrics.
Stay informed on Salesforce capabilities and GTM trends to identify opportunities for innovation.
Assist in evaluating new tools and technologies that could enhance GTM execution.