Sales Operations Architect: Territories & Quotas

Nuix; Sydney; Hybrid; AUD 180,000 - 260,000; Full time

Job summary

Nuix, Sydney-based, seeks a Sales Operations Specialist to design and govern sales territories, commission plans and quota frameworks for a high-performance global sales organisation. This senior IC role reports to the Head of Revenue Operations and requires deep GTM expertise in enterprise technology, SaaS or data platforms.

The role sits at the intersection of sales strategy, finance and leadership, translating targets into operable structures that drive seller behaviours across a

Qualifications

• Five to ten years of specialist experience designing sales territories, commission plans, incentive programmes and quota frameworks in enterprise technology or SaaS.
• Experience across design disciplines, not just one or two, within large, structured sales organisations.
• Strong cross-functional stakeholder management with Finance, People and Sales Leadership; credibility in presenting design rationale.

Responsibilities

• Design and maintain a rigorous territory framework aligned to go-to-market priorities and workload distribution.
• Architect commission plan structures with pay mix, base rates, accelerators, clawbacks and crediting rules.
• Design targeted incentive programmes, including SPIFs and performance bonuses, with cost-to-revenue modelling and clear rules.
• Lead quota design at the role and segment level, including ramp periods, attainment benchmarks and scenario analysis.
• Act as SME on sales performance management frameworks and benchmark against market practice.
• Partner with Finance, People and Sales Leadership to document, approve and rollout plans and territory structures with governance materials.

Skills

Territory design

Quota design

Incentive program design

Stakeholder management

Sales analytics

CRM tools

Tools

Anaplan

Xactly

CaptivateIQ

Salesforce

Job description

Nuix, Sydney-based, seeks a Sales Operations Specialist to design and govern sales territories, commission plans and quota frameworks for a high-performance global sales organisation. This senior IC role reports to the Head of Revenue Operations and requires deep GTM expertise in enterprise technology, SaaS or data platforms.

The role sits at the intersection of sales strategy, finance and leadership, translating targets into operable structures that drive seller behaviours across a