Revenue Operations Partner II

AvidXchange•Charlotte, NC

About The Position

The Territory Planning Analyst II owns the design, execution, and ongoing integrity of AvidXchange’s go-to-market territory structures. The role ensures accounts have clear ownership, sales representatives have defined books of business, and territories reflect current market conditions across direct sales, channels, and strategic partnerships. It sits within the GTM Planning function under Revenue Operations and works alongside the Sales Compensation Analyst and Senior GTM Strategy Analyst. Territory potential data and coverage analysis support quota planning, while account data monitoring underpins GTM operations. The role leads annual territory planning and territory realignment, maintains assignment rules, models proposed changes, and assesses the results of realignments. It also manages complex partner and channel territory assignments, attribution models, coverage reporting, and coordination with partnership teams. The analyst owns account and territory data health in Salesforce, including duplicate detection, alignment, handoffs, lifecycle status, firmographic integrity, and enrichment quality. The role defines requirements for Salesforce territory configuration and bulk account changes for implementation by the Systems & Process team, validates deployments, and maintains change documentation and audit trails. AvidXchange describes itself as a provider of accounts payable automation software and payment solutions for middle-market businesses and their suppliers. It has more than 1,300 teammates working across the U.S. or remotely and describes its culture as Connected as People, Growth Minded, and Customer Obsessed. The company promotes a people-centric, customer-focused, entrepreneurial mindset and offers professional development, work/life balance, and competitive benefits. The position’s workplace arrangement is described in the benefits section as offering hybrid workplace flexibility.

Requirements

3–5+ years of experience in Revenue Operations, Sales Operations, or CRM/Data Management in a B2B SaaS, payments, or fintech environment.
Strong working knowledge of Salesforce territory management, assignment rules, data management, and reporting.
Ability to translate business requirements into technical specifications for a Systems team.
Experience with data enrichment tools such as ZoomInfo, Dun & Bradstreet, or Clay, and a track record of maintaining data quality standards at scale.
Strong SQL or equivalent data-querying skills for analysis, auditing, and quality monitoring.
Experience managing territory structures in organizations with channel or partner complexity.
Strong organization and attention to detail, recognizing that territory and data errors can affect quota, compensation, and reporting.

Nice To Haves

Experience with territory planning tools such as Anaplan, Fullcast, Varicent Territory, or similar.
Salesforce Administrator certification or equivalent hands-on configuration experience.
Background in payments, ERP ecosystems, or B2B platforms serving the middle market.
Experience managing territory structures through an acquisition integration or business model consolidation.

Responsibilities

Own annual territory planning and carving, creating balanced territories based on coverage, revenue potential, and equitable distribution across segments.
Maintain territory assignment rules for named accounts, geography, verticals, partner affiliations, and revenue tiers, and ensure consistent application.
Manage territory realignment and account reassignment execution.
Build scenario models to assess the effects of proposed territory changes on coverage, quota distribution, pipeline disruption, and customer experience.
Analyze post-realignment results and recommend improvements for future planning cycles.
Define business requirements for territory and account scoring models developed by the Revenue Insights team, and perform business-side quality assurance on model outputs and methodology.
Manage territory and account assignment complexity across ERP and banking partnerships, maintaining rules of engagement and attribution boundaries.
Maintain partner-specific territory maps and account overlays that distinguish sourced, influenced, and co-sold accounts from direct motions.
Build and maintain attribution data models linking partner-sourced opportunities to the correct territory, representative, and compensation plan.
Produce partner territory coverage reports identifying white space, overlap, and conflict, and coordinate with Channel and Strategic Partnerships teams to keep definitions aligned with agreements.
Monitor account and territory data health in Salesforce and resolve misalignments before they affect territory accuracy, quota inputs, or reporting.
Monitor duplicate records, enforce deduplication standards, and own ongoing review and resolution in partnership with Systems & Process.
Review and resolve territory misalignments caused by logic errors.
Monitor account-to-territory alignment and manage account handoffs from new business to existing sales, ensuring accurate ownership records.
Manage account and contact status progression so CRM lifecycle stages reflect current conditions.
Maintain firmographic data integrity by enforcing standards and resolving tagging errors that affect segmentation and territory logic.
Run regular data enrichment cadences, validate enrichment accuracy, and coordinate with third-party providers on data quality.
Define Salesforce territory configuration requirements, including hierarchies, assignment rules, sharing rules, and visibility, for implementation by the Systems & Process team; validate deployments.
Specify bulk account reassignments and segmentation updates, documenting change management, acceptance criteria, and rollback procedures.
Maintain a territory change log and audit trail covering structural changes, rationale, effective dates, and downstream impacts.

Benefits

18 days of PTO.
11 holidays: 8 company-recognized holidays and 3 floating holidays.
16 hours per year of paid Volunteer Time Off.
Competitive healthcare benefits, including a High Deductible Health Plan option with $0 monthly premium for teammate-only coverage.
Dental Base Plan Coverage.
Company-paid life insurance.
Company-paid long-term disability insurance.
Company-paid short-term disability insurance.
Employee Assistance Program offering counseling, legal and financial consultations, and health advocacy for teammates and eligible dependents.
Onsite health clinic with Atrium Health for teammates and eligible dependents.
401(k) match: 100% match on the first 3% of salary and 50% match on the next 2%.
Eight weeks of parental leave at 100% pay.
Eight weeks of eldercare leave at 100% pay to care for a qualifying family member.
Discounts on pet, home, and auto insurance.
Onsite gym, fitness center, yoga studio, and basketball court.
Gym reimbursements for remote teammates up to $28 per month.
Tuition reimbursement up to the federal maximum of $5,250.
Hybrid workplace flexibility.
Free parking.