Director, Target & Coverage Analytics

Autodesk, Inc; Denver (CO); On-site; USD 168,000 - 272,000; Full time

Job summary

Autodesk, Inc. is seeking a Director of Target & Coverage Analytics to own the model that translates the company revenue plan into segment and seller quotas.

You will design the coverage and capacity framework, hire and lead a new analytics team, and partner with Sales Finance and Planning throughout the annual cycle. The role requires 10+ years in sales planning analytics, strong financial modelling, and fluency with SQL.

Qualifications

• Bachelor's degree or equivalent in a quantitative or business field.
• 10+ years in sales planning analytics, sales operations, finance or consulting.
• 3+ years leading analytical teams.
• Experience owning annual target-setting, quota or coverage design end-to-end in a large sales org.

Responsibilities

• Own the revenue-to-quota model across segments and routes to market.
• Build the driver-level view for retention, expansion, new customers, price/product mix.
• Produce scenarios and sensitivities for planning milestones and version viability.
• Compare plan to prior year and forecast, explain variance by cause.
• Test top-down targets against bottom-up capacity and surface gaps early.

Skills

SQL

Sales analytics

Quota setting

Territory design

Leadership

Data modelling

Education

Bachelor's degree

Tools

Anaplan

Pigment

Job description

Job ID26WD101429Job Requisition ID #26WD101429Director, Target & Coverage AnalyticsLocation: AmericasOrganization: Revenue OperationsAbout the roleEach year Autodesk decides what its sales organization will be asked to deliver, and how it will be structured to deliver it: how many sellers, of what kind, covering which customers, carrying what quota. Few decisions shape the year more.You will own the analytics behind them.As Director, Target & Coverage Analytics, you build the model that carries the company revenue number down to segment, geography, route to market, team and individual quota. You also own the coverage and capacity design underneath it. This is a newly created team. You will design it, hire it and lead it.ResponsibilitiesOwn the model that carries the approved revenue number to segment, geography, route, team and seller quota, including the assumptions within itBuild the driver-level view behind the plan — retention, expansion, new customer acquisition, price and product mix — so a target can be explained by its componentsProduce scenarios and sensitivities for each planning milestone, showing what has to hold true for a version of the plan to workCompare plan to prior year and to in-year forecast, and explain variance by causeTest top-down targets against bottom-up capacity, and surface gaps early in the planning cycleModel coverage economics: the revenue a route to market has to carry to justify its cost, solved for each routeDesign coverage from measured account potential, so every seller’s book of business has a clear rationaleOwn capacity and productivity modelling — ramp, attrition and revenue per head — and the analysis of where additional headcount delivers mostPartner with sales planning, Sales Finance and sales operations through the annual planning cycle, supplying the analysis each milestone requiresHire, lead and develop a team spanning target setting, coverage and capacity analyticsMinimum qualificationsBachelor's degree in a quantitative or business field, or equivalent practical experience10+ years in sales planning analytics, sales operations, commercial finance or management consulting, including 3+ years leading analytical teamsExperience owning an annual target-setting, quota or coverage design cycle end to end in a large sales organizationExpert financial and operational modelling, at a standard that withstands review by FinanceStrong SQL, and comfort working directly in the dataFluency in sales coverage design: territory construction, segmentation, quota setting, attainment distribution and overlay economicsAbility to present a coverage recommendation on a single page, and to explain the limits of the analysis behind itPreferred qualificationsPlanning platforms such as Anaplan or Pigment, and familiarity with incentive compensation mechanicsSales force sizing and structure as a formal disciplineEnterprise software or SaaS with mixed routes to market and a substantial renewal baseExperience building a new team or capability rather than inheriting oneWhat success looks like in your first yearAnnual targets set on a model this team owns, documented end to end and reconciled to the financial planEvery planning milestone supplied on time, with scenarios rather than a single answerCoverage designed against measured account potential, with a clear rationale for each book of businessCoverage economics solved per route and used in headcount decisionsA team hired, developed, and recognized as the analytical authority behind the planBefore you decide not to applyResearch shows many strong candidates apply only when they match every line of a job description. If you meet most of what is above and the work sounds like yours, we would like to hear from you.Learn MoreAbout AutodeskWelcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!BenefitsFrom health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/Salary transparencySalary is one part of Autodesk’s competitive compensation package. For U.S.-based roles, we expect a starting base salary between $168,200 and $272,030. Offers are based on the candidate’s experience and geographic location, and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.Equal Employment OpportunityAt Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.BelongingWe take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belongingIn-Person Onboarding and Identity VerificationThis role may require in-person onboarding and/or in-person ID verification.