Go-To-Market (GTM) Territory Design Lead

Go-To-Market (GTM) Territory Design Lead

The Go-To-Market (GTM) Territory Design Lead 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.

About the Role 

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. In this opportunity as a Go-To-Market (GTM) Territory Design Lead, you will: 

• 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.

About You 

You're a fit for the role of Go-To-Market (GTM) Territory Design Lead if your background includes:

• Experience: 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.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working e