JOB SUMMARY

The Director, Global Sales Planning & Analytics partners with Choice’s Global Sales organization, supporting Fortune 1000 clients, government agencies, and large travel partners. This role oversees territory design, quota methodology, forecasting, CRM governance, performance analytics and sales enablement programs that drive predictable revenue performance and improved sales productivity. The Director leads a team of planners, analysts and operations professionals, ensuring analytical rigor, operational excellence and a strong commercial partnership with Sales leadership. The position plays a critical role in optimizing sales capacity, strengthening forecast accuracy and delivering insights that enhance go‑to‑market effectiveness.

RESPONSIBILITIES

People Leadership & Team Development

• Lead, mentor and develop a team of sales planners, analysts and operations professionals, setting clear goals, development plans, and performance metrics.

• Build a culture of analytical rigor, data governance, operational excellence and continuous improvement.

• Serve as a mentor and cross‑functional partner, consistent with Director‑level expectations for influencing and leading others.

Sales Planning & Territory Design

• Lead annual and mid‑year territory design, segmentation and coverage modeling for Global Sales.

• Define and implement territory sizing methodologies, account stratification frameworks and coverage ratios.

• Use firmographic analysis, historical performance and propensity scoring to design optimal account assignments.

Quota Setting, Compensation Modeling & Sales Capacity

• Own the quota‑setting methodology and annual quota allocation across regions, teams and reps.

• Partner with Compensation and HR to build, test and evaluate incentive models, including simulations of plan changes.

• Conduct sales capacity planning, recommending hiring, sequencing, and resource allocation to meet revenue targets.

Forecasting & Performance Analytics

• Lead monthly and quarterly forecasting processes; improve pipeline hygiene, commit practices and forecast accuracy.

• Build and maintain executive dashboards and scorecards covering bookings, revenue, pipeline coverage, conversion rates, quota attainment and accuracy metrics.

• Conduct root‑cause analysis on performance gaps and provide actionable, data‑backed recommendations.

CRM, Data Governance & Reporting

• Lead CRM governance for Global Sales, ensuring data integrity, taxonomy consistency and adherence to adoption standards.

• Maintain master reporting definitions, KPI taxonomy, and a single source of truth in partnership with IT/BI.

• Integrate external datasets (market, firmographic, channel analytics) to enhance planning and reporting accuracy.

Sales Enablement & Tools

• Create territory playbooks, quota attainment resources, account planning templates and forecasting guides that translate analytics into action.

• Partner with Learning & Development to deliver training on planning processes, pipeline discipline and analytics literacy.

• Oversee selection, implementation and optimization of sales planning, forecasting and enablement tools.

QUALIFICATIONS

Employment Experience

• 7+ years of progressive experience in sales planning, sales operations, revenue operations, or analytics supporting enterprise B2B sales organizations.

• Demonstrated expertise in territory and quota design, forecasting processes, and sales compensation modeling.

• Proven experience collaborating with Finance, HR/Compensation, and senior Sales leadership to translate corporate revenue goals into executable sales plans.

• Prior experience leading teams and managing a sub‑function consistent with Director‑level expectations.

Technical Skills

• Advanced proficiency in Salesforce (or equivalent CRM) with strong CRM governance practices.

• Expert‑level Excel modeling and scenario analysis skills.

• Hands‑on experience with BI tools (e.g., Tableau, Power BI) and working knowledge of SQL.

• Familiarity with data engineering concepts, data warehouse environments, and collaboration with data science teams.

• Experience with territory/quota tools (e.g., Xactly, Anaplan, Align) and enablement platforms (Seismic, Highspot) preferred.

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