GTM Operations Analyst: Territory & Compensation Strategy

Oracle Corporation; Nashville (TN); On-site; USD 70,000 - 100,000; Full time

Job summary

Oracle Corporation in Nashville seeks a GBF GTM Operations Analyst to manage sales territories, quotas, and incentive compensation, translating go-to-market strategy into balanced territory coverage, accurate sales targets, and effective compensation plans.

You will partner with Business Operations, Finance, and compensation teams, applying analytical problem solving, operational discipline, and AI/automation to improve accuracy, controls, and efficiency, while supporting planning cycles,

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.

Job description

Oracle Corporation in Nashville seeks a GBF GTM Operations Analyst to manage sales territories, quotas, and incentive compensation, translating go-to-market strategy into balanced territory coverage, accurate sales targets, and effective compensation plans.

You will partner with Business Operations, Finance, and compensation teams, applying analytical problem solving, operational discipline, and AI/automation to improve accuracy, controls, and efficiency, while supporting planning cycles,