Principal PM: AI-Driven Territory Planning

UKG; Frankfort (KY); On-site; USD 115,000 - 165,000; Full time

Job summary

UKG is seeking a Principal Product Manager to transform Sales Territory Management into a data-driven, automated, AI-first capability. You will own vision, strategy, roadmap, and delivery, collaborating with executives to define and scale a next-generation planning product.

You will drive data models, APIs, and integrations with Salesforce and Clari, unifying planning with forecasting, revenue targets, and insights to improve decision velocity.

Qualifications

• 8+ years of Product Management experience in B2B SaaS or enterprise technology.
• Strong understanding of territory design, account assignment, capacity and coverage planning, quota setting, forecasting, and sales performance management.
• Deep expertise in Sales Territory Management, Sales Planning, or Revenue Operations.
• Proficient in Salesforce, including CRM data models, automation, and integration frameworks.
• Experience with Clari and modern revenue forecasting tools.
• Strong understanding of FP&A principles and how financial targets translate into capacity and territory plans.

Responsibilities

• Own and evolve the product vision, strategy, and roadmap for next-generation sales territory management.
• Reimagine the end-to-end territory planning process - including segmentation, account assignment, coverage balancing, quota alignment, and capacity planning - to enable automation and intelligence.
• Unify territory planning with forecasting, FP&A, pipeline, revenue targets, and business insights into a connected, data-driven decision framework.
• Design and implement an Agentic-AI-first operating model where intelligent agents continuously analyze data, flag risks, recommend actions, generate scenarios, and automate approved decisions.
• Partner with Architecture, Data, and Engineering to build scalable data models, APIs, and integration capabilities that connect systems like Salesforce and Clari.
• Define product requirements that support a cohesive planning ecosystem rather than disconnected applications; ensure seamless operation across Salesforce and Clari.
• Introduce industry best practices in sales operations, territory management, forecasting, capacity modeling, and revenue planning.
• Lead discovery sessions, user interviews, and workshops to capture insights and prioritize product requirements.
• Define MVP scope, iterate on delivery, and measure results to drive improvement in planning efficiency and decision velocity.
• Establish success metrics around territory effectiveness, capacity accuracy, forecast quality, coverage gaps, and sales productivity.
• Communicate strategy, progress, and business outcomes to executives and stakeholders; foster alignment across teams.
• Champion a data-first, outcome-driven approach to product management, setting a standard for excellence in enterprise product delivery.

Skills

Product Management

Territory Design

Forecasting

Stakeholder Management

Leadership

Tools

Salesforce

Clari

Data Modeling

APIs

Job description

UKG is seeking a Principal Product Manager to transform Sales Territory Management into a data-driven, automated, AI-first capability. You will own vision, strategy, roadmap, and delivery, collaborating with executives to define and scale a next-generation planning product.

You will drive data models, APIs, and integrations with Salesforce and Clari, unifying planning with forecasting, revenue targets, and insights to improve decision velocity.