GBF GTM Operations Analyst – Territory & Compensation Planning

Oracle; United States; On-site; USD 74,000 - 148,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company match

Paid time off

Job summary

Oracle is seeking a GBF GTM Operations Analyst to manage territory, quota, and incentive compensation planning processes in the US. You will translate GTM strategy into balanced coverage, accurate targets, and effective plans while partnering with Finance and Field Ops.

You will analyze territory data, model scenarios, and maintain plans through hires and changes, using AI tools to improve controls and efficiency. Strong collaboration and problem-solving are essential.

Qualifications

• Five or more years of relevant experience in business operations, sales operations, finance, compensation planning, analytics, or related field.
• Strong analytical and problem-solving skills with the ability to interpret data and make practical recommendations.
• Strong Excel skills and experience with large, complex datasets.
• Hands-on experience with AI tools such as Codex or Claude, prompt design, and workflow automation.
• Attention to detail and understanding of how territory, quota, and compensation decisions affect processes.
• Clear written and verbal communication with cross-functional collaboration.
• Strong organization and prioritization to meet deadlines.
• Proactive approach to learning, issue resolution, and process improvement.

Responsibilities

• Support annual territory, quota, and incentive planning cycle with data prep, analysis, submissions, approvals, and implementation.
• Understand the assigned business, organizational structure, sales roles, compensation plans, and GTM strategy.
• Analyze account, territory, pipeline, and attainment data to assess coverage and adjust territories/targets.
• Model scenarios with stakeholders to align territories, quotas, and compensation with priorities.
• Coordinate territory review cycles, track progress, address feedback, and close actions.
• Prepare, validate, and maintain compensation plans and territory assignments throughout the year.
• Evaluate Territory Change Requests and replans for impact on coverage and compensation.
• Review sales credit, attainment, targets, and compensation reporting; investigate discrepancies.
• Support forecasting and quarterly bonus, pool, leadership, and other manual compensation processes.
• Apply planning methodologies and maintain documentation; escalate risks as needed.
• Provide analysis and guidance for business reviews and planning decisions.

Skills

Five+ years experience

Analytical thinking

Excel skills

AI tools (Codex/Claude)

Prompt design

Workflow automation

Attention to detail

Communication skills

Time management

Problem solving

Education

Finance, Accounting, Economics, Business, Data Analytics or related

Tools

Codex

Claude

Automation tools

Job description

Job Description

GBF GTM Operations Analyst – Territory & Compensation Planning

The GBF GTM Operations Analyst supports the planning and ongoing management of sales territories, quotas, and incentive compensation, translating go-to-market strategy into balanced territory coverage, accurate sales targets, and effective compensation plans.

The analyst will support an assigned business portfolio and help manage the compensation-planning lifecycle from annual target and plan development through ongoing maintenance, reporting, replans, and compensation-related business support.

Working closely with Business Operations, Finance, and compensation teams, the successful candidate will combine analytical problem solving, operational discipline, and sound judgement to manage established processes independently and recommend solutions to complex business issues. They will also use AI and automation to simplify processes, strengthen controls, and improve accuracy and efficiency.

The role combines analytical problem solving, operational delivery, and continuous improvement. The successful candidate will manage established processes independently, provide recommendations on complex business changes, build strong business partnerships, and use AI and automation to improve accuracy, controls, and efficiency.

Key Responsibilities

• Support the annual territory, quota, and incentive compensation planning cycle, coordinating data preparation, analysis, stakeholder submissions, approvals, and implementation.
• Build a strong understanding of the assigned business, organizational structure, sales roles, compensation plans, and underlying go-to-market strategy
• Analyze account, territory, pipeline, and attainment data to assess coverage, identify gaps and overlaps, and recommend territory and target adjustments.
• Partner with Business Operations, Field Finance, and compensation stakeholders to model scenarios and align territory structures, quotas, and compensation plans with business priorities.
• Coordinate territory review and acceptance cycles, tracking completion, addressing feedback and managing outstanding actions.
• Prepare validate and maintain compensation plans, accurate territory assignments, targets, throughout the year, incorporating new hires, employee movements, organizational changes, unplanned leaders, employee movements and account hierarchy updates.
• Evaluate Territory Change Requests and replans, identifying their impact on sales coverage, quota allocation, compensation eligibility, and downstream processes.
• Prepare and validate planning submissions and system uploads, completing quality checks and supporting go-live, territory reviews, and acceptance activities.
• Review sales‑credit, attainment, target, and compensation reporting, investigating discrepancies and coordinating resolution of assignment, booking, plan, and policy issues.
• Support forecasting and relevant quarterly bonus, pool, leadership, and other manual compensation processes.
• Apply established planning methodologies, policies, and approval requirements, maintaining clear documentation and escalating material risks or exceptions appropriately.
• Provide clear analysis and recommendations for business reviews and planning decisions, and develop guidance and training for operational stakeholders.
• Take ownership of territory and compensation issues through resolution, working across business and technical teams to address root causes and prevent recurring problems.
• Simplify and standardize processes, using analytics, AI tools, and workflow automation to reduce manual work, improve reporting, and strengthen operational controls.

Skills and Experience

• Five or more years of relevant experience in business operations, sales operations, finance, compensation planning, analytics, or a related field.
• Strong analytical and problem‑solving skills, with the ability to interpret complex data, exercise independent judgement, and make practical recommendations.
• Strong Excel skills and experience working with large, complex datasets.
• Hands‑on experience with AI tools such as Codex or Claude, prompt design, and workflow automation.
• Strong attention to detail and an understanding of how territory, quota, and compensation decisions affect wider business processes.
• Clear written and verbal communication skills, with the ability to explain complex topics and build effective cross‑functional relationships.
• Strong organization and prioritization skills, with the ability to work independently and meet competing deadlines.
• A proactive approach to learning, resolving issues, and improving how work gets done.

Preferred Qualifications

• A degree in Finance, Accounting, Economics, Business, Data Analytics, or a related discipline.
• Experience in Sales operations, Finance, analytics, territory planning, quota setting, or incentive compensation.
• Experience with process improvement, reporting automation, or data visualization.

Oracle‑specific systems, tools, and planning methodologies can be learned on the job.

Disclaimer

Certain U.S. based or U.S. customer or client‑facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $74,100 - $148,300 per year. May be eligible for bonus and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

• Medical, dental, and vision insurance, including expert medical opinion
• Short term disability and long term disability
• Life insurance and AD&D
• Supplemental life insurance (Employee/Spouse/Child)
• Health care and dependent care Flexible Spending Accounts
• Pre‑tax commuter and parking benefits
• 401(k) Savings and Investment Plan with company match
• Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non‑overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
• 11 paid holidays
• Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
• Paid parental leave
• Adoption assistance
• Employee Stock Purchase Plan
• Financial planning and group legal
• Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment.

About Us

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