This is a remote position.

Salesforce Sales Planning / Enterprise Territory Management (ETM) Architect

Level : Architect

Experience :10+ years Salesforce, incl. 3+ years hands-on ETM / Sales Planning architecture

Location &engagement: Onshore / hybrid; close collaboration with territory, sales-ops and integration teams

Reports to Solution Architect / Program Team Architecture

Role summary

Architect, own and stabilize customer Enterprise Territory Management and Sales Planning foundation — territory model, account and user alignment, hierarchy and quota planning — and guarantee the integrity of the territory → quota → SPIFF cascade that drives compensation accuracy, removing the program’s current reliance on Salesforce Professional Services for ETM.

Key responsibilities

Own the ETM solution: account-to-territory and user-to-territory alignment, customer alignment, territory hierarchy and optimization across US & Canada operating models.
Own Sales Planning: quota planning, target setting, go-to-market and territory scenarios, and segmentation.
Guarantee downstream integrity — ensure territory and quota changes propagate correctly to SPIFF and reporting, and design validation for alignment cascades.
Govern the ETM / CRMA / MuleSoft data flow (JDE / ODS / Snowflake → CRMA → ETM → SPIFF) and the quality of alignment data.
Define territory and compensation data models, effective-dating and reconciliation; establish the release and environment strategy for territory changes.
Reduce single-point and SME dependency — mentor, cross-skill and document the territory model and runbooks.

Must-have qualifications

10+ years Salesforce with 3+ years hands-on Enterprise Territory Management and Sales Planning architecture.
Deep territory-alignment and quota modeling; strong command of the Salesforce data model and CRMA; effective-dated territory data.
Working understanding of integration (MuleSoft) and downstream ICM / SPIFF impact.
Experience on large, multi-LOB and multi-country Salesforce SPM programs.

Preferred

Salesforce Application or System Architect certification; ETM / Sales Cloud certifications.
Medical-device or pharma; JDE / Oracle Data Warehouse source-system integration experience.

Competências necessárias

Enterprise Territory Management (ETM) architectureSales Planning and quota modelingSalesforce data model (Sales Cloud)Salesforce CRMA (Analytics)MuleSoft integration and API integration patternsICM/SPIFF downstream integration and impact analysisTerritory and compensation data modeling (including effective-dating and reconciliation)Territory hierarchy design and optimizationRelease and environment strategy for territory changesData governance and data quality management for alignment dataMentoring, documentation and knowledge transfer (runbooks, cross-skilling)Cross-functional stakeholder management (territory, sales-ops, integration teams)Large multi-LOB, multi-country Salesforce SPM program implementationJDE / Oracle Data Warehouse source-system integration experience

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