Job Title: Sales Territory Analyst

Experience: 2-4 Years

Employment Type: Full-time

Location: Pune

The Sales Territory Analyst supports the planning, design, implementation, and ongoing administration of sales territories across the organization. This role plays a critical part in ensuring territories are well defined, accurately implemented, and governed in line with approved coverage models, commercial strategy, and operational rules.

Working closely with Sales Data Strategy, Commercial Leadership, and Sales Operations, the Sales Territory Analyst ensures that territory structures are consistent, scalable, and operationally executable, with clean handoffs into CRM, quota, and incentive systems.

Key Responsibilities

1. Territory Planning & Design Support

- Support annual and in-year sales territory planning cycles across regions and business units.
- Assist in the design of territory structures, such as account-based, geographic, vertical, and hybrid models, based on defined coverage models and planning assumptions.
- Prepare territory analyses, simulations, and scenario outputs to support leadership decision-making.
- Ensure territory designs align with approved commercial strategy and capacity assumptions.

2. Territory Implementation & Administration

- Support the accurate implementation of approved territory designs into CRM and downstream systems.
- Validate territory assignments, account ownership, and hierarchy alignment prior to go-live.
- Administer territory changes throughout the year, ensuring changes are properly reviewed, approved, and documented.
- Coordinate closely with CRM, Quota, and SIP teams to ensure territories are correctly reflected across systems.
- Evaluate downstream impacts of territory changes on quota, SIP, forecasting, and CRM reporting.

3.



Territory Governance & Data Integrity

- Apply and enforce territory governance rules, standards, and change controls while flagging regional deviations and required exception approvals.
- Maintain clean audit trails for territory changes, including rationale, approvals, and effective dates.
- Identify and flag territory data quality issues that could impact coverage, quotas, or incentive crediting.
- Support internal reviews and audits related to territory design and administration.

4. Cross-Functional Partnership

- Partner with Sales leadership, Sales Operations, and Commercial Intelligence teams to understand coverage needs and execution requirements.
- Act as a point of coordination between territory strategy owners and operational execution teams.
- Respond to territory-related inquiries from the field in a structured, policy-driven manner.
- Escalate systemic issues or recurring risks to the Manager or Director of Sales Data Strategy & Governance.
- Capture recurring field feedback and escalate systemic territory issues into future planning cycles.

5. Continuous Improvement & Enablement

- Identify opportunities to improve territory planning processes, tools, and documentation.
- Support standardization of territory definitions, hierarchies, and naming conventions.
- Contribute to enablement materials outlining territory rules, processes, and change management expectations.




- Support automation and tooling enhancements to reduce manual effort and errors.

What Success Looks Like

- Territories are designed and implemented accurately, on time, and in line with approved coverage models.
- Minimal downstream issues impacting quota assignment, CRM reporting, or SIP crediting.
- Clear governance, documentation, and transparency around territory changes.
- Strong trust from Sales leadership in territory data and coverage integrity.

Required Experience & Skills

- 2–4 years of experience in Sales Operations, Revenue Operations, Commercial Analytics, or a related field, with elements of Territory Management.
- Robust analytical skills with the ability to interpret account, pipeline, and coverage data.
- Hands-on experience with CRM and Territory Management systems such as Microsoft Dynamics, Salesforce, Anaplan, or similar.
- High attention to detail and comfort working in structured, rules-based environments.
- Strong communication skills and ability to work effectively in a matrixed organization.
- Ability to manage multiple priorities during planning cycles and in-year changes.

Preferred Qualifications

- Experience supporting territory planning, account segmentation, or coverage models.
- Experience analysing territory balance, coverage equity, and capacity using account and revenue data.
- Experience supporting scenario modelling and documenting assumptions during territory planning cycles.
- Exposure to quota setting or sales incentive processes and their dependency on territory structures.
- Familiarity with BI tools such as Power BI or Tableau, or other data analysis tools.
- Experience supporting global or multi-region SaaS sales organizations.

📌 Sales Territory Analyst (Pune)
🏢 Internship Studio
📍 Pune