Sales Productivity, Territory & Quota Planning

Sales Productivity, Territory & Quota Planning

POWER A WORLD OF TRUST

Incode is the leading provider of world-class identity solutions that is reinventing the way humans authenticate and verify their identities online to power a world of digital trust.

Through our revolutionary identity solutions, we are unleashing the business potential of universal industries including finance, government, retail, hospitality, gaming, and more, by reducing fraud and transforming human interactions with data, products, and services.

We're in the process of rapidly scaling our diverse global team and we're looking for entrepreneurial individuals and leaders who are curious, driven, and excited by ownership to join a Unicorn-status scale-up!

Location: San Francisco or Remote Department: GTM Strategy and Productivity Reports to: VP of GTM Strategy and Productivity

About the Role

We're looking for a data-driven and strategic Manager of Sales Productivity to lead territory design and quota planning for our sales organization. This person will play a pivotal role in aligning our go-to-market teams with high-potential market opportunities, ensuring fair and motivating quotas, and enabling predictable revenue growth.

You'll partner cross-functionally with Sales, Marketing, Finance, and RevOps to design scalable territory models, implement annual quota-setting processes, and identify ways to improve sales efficiency and performance.

Key Responsibilities

Territory Planning

• Design and maintain equitable and optimized sales territories across segments, regions, and verticals
• Conduct whitespace and account segmentation analyses to ensure full market coverage
• Collaborate with Sales and Marketing leadership to align territory strategy with strategic initiatives and pipeline generation goals
• Own and manage the annual territory re-alignment process and in-year adjustments

Quota Planning

• Lead the annual quota planning process in partnership with Sales, Finance, and leadership teams
• Develop scalable quota methodologies that align with revenue targets, rep capacity, and market opportunity
• Monitor quota attainment and productivity trends to identify gaps and optimize performance
• Ensure quota fairness and transparency by implementing consistent frameworks across segments

Sales Productivity Analytics

• Track key productivity metrics (e.g., revenue per rep, quota attainment, ramp time, capacity planning)
• Build models and dashboards that surface insights on sales performance and help drive data-informed decisions
• Collaborate with Enablement to ensure territory and quota design supports rep success and capacity

Systems & Process Improvement

• Partner with Systems/RevOps teams to implement tools for territory management and quota tracking (e.g., Salesforce, Clari, Anaplan)
• Document and improve processes to support planning cycles, sales kickoff, and fiscal year transitions
• Support compensation plan design by modeling impacts of territory and quota changes

What You Bring

• 5+ years in Sales Operations, Revenue Operations, or related roles with a strong focus on territory and quota planning
• Experience in a high-growth B2B SaaS or technology company preferred
• Proficiency in Salesforce, Excel/Google Sheets, and visualization tools like Tableau or Power BI; experience with planning platforms (e.g., Anaplan, Xactly) is a plus
• Strong analytical and financial modeling skills with the ability to translate data into strategic insights
• Excellent communication and cross-functional collaboration skills
• Organized, process-oriented, and capable of managing multiple planning cycles and stakeholder needs