Territory Design Specialist

Thomson Reuters • Eagan, MN

1d • Hybrid

About The Position

The Territory Design Specialist 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.
• Territory design expertise: Demonstrated ability to build territory models, size markets, and set quotas with clear financial logic and documented assumptions.
• Executive communication: Fluency translating data into executive-ready recommendations; experience presenting territory scenarios and quota rationale directly to business leaders.
• Technical skills: Advanced proficiency in Microsoft Excel and Access; hands-on experience with Salesforce, SAP, Xactly, Business Objects, and territory design platforms.
• Range across the stack: 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.
• Operational discipline: Strong project management instincts with the ability to manage multiple territory cycles simultaneously, meet tight deadlines, and maintain accuracy under pressure.
• Business curiosity: 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

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.
• comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with 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; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

What This Job Offers

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