Director, Target & Coverage Analytics

26WD101429

Location:

Americas

Organization:
Revenue Operations

Each 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.

• Own the model that carries the approved revenue number to segment, geography, route, team and seller quota, including the assumptions within it
• Build the driver-level view behind the plan - retention, expansion, new customer acquisition, price and product mix - so a target can be explained by its components
• Produce scenarios and sensitivities for each planning milestone, showing what has to hold true for a version of the plan to work
• Compare plan to prior year and to in-year forecast, and explain variance by cause
• Test top-down targets against bottom-up capacity, and surface gaps early in the planning cycle
• Model coverage economics: the revenue a route to market has to carry to justify its cost, solved for each route
• Design coverage from measured account potential, so every seller’s book of business has a clear rationale
• Own capacity and productivity modelling - ramp, attrition, and revenue per head - and the analysis of where additional headcount delivers most
• Partner with sales planning, Sales Finance and sales operations through the annual planning cycle, supplying the analysis each milestone requires
• Hire, lead and develop a team spanning target setting, coverage and capacity analytics

• Bachelor's degree in a quantitative or business field, or equivalent practical experience
• 10+ years in sales planning analytics, sales operations, commercial finance or management consulting, including 3+ years leading analytical teams
• Experience owning an annual target-setting, quota or coverage design cycle end to end in a large sales organization
• Expert financial and operational modelling, at a standard that withstands review by Finance
• Strong SQL, and comfort working directly in the data
• Fluency in sales coverage design: territory construction, segmentation, quota setting, attainment distribution and overlay economics
• Ability to present a coverage recommendation on a single page, and to explain the limits of the analysis behind it

• Planning platforms such as Anaplan or Pigment, and familiarity with incentive compensation mechanics
• Sales force sizing and structure as a formal discipline
• Enterprise software or SaaS with mixed routes to market and a substantial renewal base
• Experience building a new team or capability rather than inheriting one

• Annual targets set on a model this team owns, documented end to end and reconciled to the financial plan
• Every planning milestone supplied on time, with scenarios rather than a single answer
• Coverage designed against measured account potential, with a clear rationale for each book of business
• Coverage economics solved per route and used in headcount decisions
• A team hired, developed, and recognized as the analytical authority behind the plan

Research 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.