GTM Operations Analyst: Territory & Compensation

Oracle Corporation; Nashville (TN); On-site; USD 95,000 - 130,000; Full time

Job summary

Oracle Corporation seeks a GBF GTM Operations Analyst to support territory, quota and incentive compensation planning, translating go-to-market strategy into balanced territory coverage, accurate targets, and effective compensation plans.

The analyst will collaborate with Business Operations, Finance, and compensation teams, managing the lifecycle from annual plan development through ongoing maintenance, reporting, replans, and compensation-related business support.

Qualifications

• 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.

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

5+ yrs exp

Analytical problem solving

Excel expert

AI tools experience

Communication skills

Tools

Codex

Claude

Job description

Oracle Corporation seeks a GBF GTM Operations Analyst to support territory, quota and incentive compensation planning, translating go-to-market strategy into balanced territory coverage, accurate targets, and effective compensation plans.

The analyst will collaborate with Business Operations, Finance, and compensation teams, managing the lifecycle from annual plan development through ongoing maintenance, reporting, replans, and compensation-related business support.