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The Senior Sales Operations Analyst owns critical components of the sales performance infrastructure, including data governance, territory design, quota methodology, and incentive compensation systems.
This role is responsible for ensuring that sales performance is measured accurately and incentivized effectively across a global organization. The individual partners closely with Sales Leadership, Finance, and IT to design scalable frameworks, maintain system integrity, and deliver insights that directly influence revenue outcomes. The position operates as a subject matter expert across sales data, territory and quota design, and commission processes.
This is a fixed-term position for two years.
Own end-to- end governance of sales data across systems, including accounts, hierarchies, territories, quotas, and bookings
Define and maintain data standards, business rules, and controls to ensure consistency and auditability
Oversee data extraction, transformation, validation, and consolidation across enterprise platforms
Partner with IT to design and optimize data architecture, including cubes, tables, and reporting layers
Proactively identify data quality risks and implement scalable solutions to improve integrity and reliability
Own territory design frameworks, including account segmentation, coverage models, and hierarchy structures
Lead quota methodology development, including top-down and bottom- up allocation models aligned to business targets
Build and maintain quota models that incorporate historical performance, market opportunity, and growth objectives
Partner with Sales Leadership and Finance to calibrate and validate territory and quota plans
Drive execution of annual and in- year territory and quota cycles, including scenario modeling, validation, and rollout
Ensure governance, documentation, and traceability of all territory and quota decisions
Own administration and optimization of incentive compensation systems (e.g., Xactly, Anaplan, Varicent or equivalent)
Manage end-to- end commission processes, including data integration, calculation validation, payout review, and approvals
Ensure accuracy, timeliness, and auditability of compensation outputs through robust controls and reconciliations
Support incentive plan design through modeling, what- if analysis, and performance simulations
Partner with Finance and Sales to resolve escalations, disputes, and policy- related inquiries
Identify and implement automation and system enhancements to improve scalability and efficiency
Deliver reporting and analytics across sales performance, quota attainment, and compensation outcomes
Analyze trends across territories, segments, and roles to identify performance drivers and risks
Provide actionable insights to Sales Leadership to support decision-making and performance optimization
Lead cross- functional initiatives including territory redesigns, quota cycles, system implementations, and process transformations
Translate business requirements into scalable system and process solutions
Drive standardization and continuous improvement across global sales operations processes
Act as a subject matter expert and escalation point for sales operations, data, and compensation topics
5–7 years of experience in Sales Operations, Sales Compensation, Revenue Operations, or related field
Proven ownership of territory design, quota setting methodologies, and incentive compensation processes
Hands- on experience administering compensation platforms such as Xactly, Anaplan, Varicent, or similar systems is a plus
Strong understanding of sales data models, hierarchies, and performance measurement frameworks
Bachelor's degree in Finance, Accounting, Computer Science, MIS, or related field
Deep expertise in sales data management and governance
Strong command of territory planning and quota allocation methodologies
Advanced knowledge of incentive compensation mechanics and systems
Analytical rigor with ability to connect data to revenue outcomes
Strong stakeholder management and ability to influence senior leaders
High ownership mindset with ability to operate independently in a complex global environment
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Johnathan Nakai, MBA— LinkedIn profile, opens in a new tab
Director of Sales Operations & Revenue Operations
Monica Livingston— LinkedIn profile, opens in a new tab
Recruiter | Project Management
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Thermo Fisher Scientific is a global leader in serving customers across healthcare, pharmaceutical, biotech, and industrial sectors. They provide laboratory equipment, reagents, software, and services enabling research, diagnostics, and manufacturing. Their offerings help customers in drug discovery, clinical diagnostics, and quality control.
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