Territory Planning Analyst II

About the Role

The Territory Planning Analyst II owns the design, execution, and ongoing integrity of AvidXchange’s GTM territory structures. You’re the person who ensures every account has a clear owner, every rep has a well-defined book of business, and every territory reflects the current state of the market — across direct sales, channel, and strategic partnerships. You sit within the GTM Planning function under Revenue Operations, working alongside the Sales Compensation Analyst and Senior GTM Strategy Analyst. The territory potential data and coverage analysis you produce are direct inputs to quota planning, and the account data

you monitor is the foundation everything else is built on. When the data is clean, the whole GTM motion runs better.

What You’ll Do

Territory Design & Optimization

• Own the annual territory planning and carving process, building balanced territories that optimize for coverage, revenue potential, and equitable distribution across segments.

• Maintain territory rules engines defining assignment logic — named accounts, geography, verticals, partner affiliations, revenue tiers — and ensure consistent application.

• Manage execution of territory realignment and account reassignments.

• Build scenario models that let leadership evaluate the impact of proposed territory changes on coverage, quota distribution, pipeline disruption, and customer experience.

• Conduct post-realignment analyses to measure whether changes delivered expected improvements and surface recommendations for future planning cycles.

• Define requirements for territory and account scoring models built by the Revenue Insights team, providing business-side QA on model outputs and feedback on scoring methodology.

Partner & Channel Territory Management

• Manage territory and account assignment complexity across 20+ ERP partner relationships and banking partnerships, maintaining clear rules of engagement and attribution boundaries.

• Maintain partner-specific territory maps and account overlays defining sourced, influenced, and co-sold accounts versus direct motions.

• Build and maintain attribution data models linking partner-sourced opportunities to the correct territory, rep, 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 current agreements.

Account Data Monitoring & Integrity

• Own ongoing monitoring of account and territory data health in Salesforce — identifying and resolving misalignments before they affect territory accuracy, quota inputs, or GTM reporting.

• Monitor duplicate records and enforce deduplication standards; partner with Systems & Process to build automated rules, you own the ongoing review and resolution.

• Review and resolve territory misalignments surfaced by logic errors.

• Monitor account-to-territory alignment and manage the account handoff process from new business to existing sales, ensuring clean transitions and accurate ownership records.

• Manage account and contact status progression to ensure lifecycle stages reflect current reality across the CRM.

• Own firmographic data integrity, enforcing standards and resolving tagging errors that affect segmentation and territory logic.

• Run regular enrichment cadences, validating enrichment accuracy and coordinating with third-party providers on data quality.

Systems Requirements & Execution

• Define requirements for Salesforce territory configuration — hierarchies, assignment rules, sharing rules, visibility — and submit to the Systems & Process team for implementation. Validate post-deployment.

• Define specifications for bulk account reassignments and segmentation updates with clear change management documentation, acceptance criteria, and rollback procedures.

• Maintain a territory change log and audit trail documenting all structural changes, rationale, effective dates, and downstream impacts.

What We’re Looking For

Required

• 3–5+ years 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 (ZoomInfo, Dun & Bradstreet, 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.

• Highly organized with strong attention to detail — territory and data errors have downstream consequences across quota, compensation, and reporting.

Preferred

• Experience with territory planning tools such as Anaplan, Fullcast, Varicent Territory, or similar.

• Salesforce Admin 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.

What Sets You Apart

• You treat data integrity as a competitive advantage, not a cleanup task — you’re monitoring and resolving issues before they surface in a report or a dispute.

• You can hold the big picture (territory strategy) and the fine detail (field-level data accuracy) at the same time without losing quality in either.

• You work well at the seam between business logic and system configuration — you know what you need, you can spec it clearly, and you know how to QA the output.

• You’re the person who catches problems early and documents the fix so they don’t happen twice.