Director, Commercial Planning

About the Role

Info-Tech Research Group is a growing, innovation-driven tech company dedicated to deliver cutting-edge solutions to our clients. As we continue to grow, we’re looking for a Director of Commercial Planning to lead the design, allocation, and ongoing management of sales territories to ensure every sales representative is set up for success. This role sits at the heart of revenue operations, making sure the right rep is matched with the right accounts and goals. By aligning account coverage, quota assignments, and historical performance expectations, the Commercial Planning Director drives workforce planning, territory optimization, and ultimately sales growth. The role is especially critical during the annual territory planning cycle, where cross-functional collaboration, deep data analysis, and stakeholder alignment are required to design fair, scalable, and high-performing territories.

Key Responsibilities:

• Lead annual sales territory planning, including account evaluation, quota alignment, and deployment of new territories.
• Manage and grow the Total Addressable Market (TAM) in Salesforce by ensuring account data quality, identifying viable accounts, and excluding low-value accounts.
• Calculate and assign “prospect value” to accounts using historical and segment data to align territory values with sales quotas.
• Develop, maintain, and refine territory design principles (geography, industry, account size, public/commercial segmentation).
• Build, maintain, and deploy territory structures through both automated processes and manual assignments, ensuring accuracy and alignment with strategic goals.
• Author and maintain Sales Rules of Engagement (ROE) documentation; adjudicate escalations and ensure consistent enforcement.
• Partner with sales leadership to socialize and communicate territory design decisions and ensure stakeholder buy-in.
• Oversee operational maintenance of territories, including onboarding and offboarding of sales reps, account transfers, and ongoing optimization.
• Manage and develop a small team of analysts, providing the right balance of guidance and oversight to ensure high-quality work while fostering their professional growth.
• Provide thought leadership by identifying process improvements, driving data quality initiatives, and shaping future workforce and territory planning strategies.

 What We’re Looking For:

• 10+ years of experience, with strong analytical and problem-solving skills, including expertise in data management and modeling.
• Proficiency in Salesforce and comfort working with large data sets.
• Experience in sales operations, revenue operations, or territory/account planning.
• Excellent stakeholder management skills with the ability to communicate and defend data-driven decisions.
• Strong organizational skills and attention to detail; proven ability to manage large, complex projects.
• Confidence in making impartial decisions and handling sensitive, high-stakes conversations.

• Language Skills: Bilingual proficiency in French, Spanish or German is preferred to support our diverse client base across North America and globally.

This role has the flexibility to work remotely. Candidates may be required to attend occasional in-person meetings or team sessions as needed.

Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.