The Opportunity We are seeking a highly strategic and analytical Senior Analyst - Quota Governance, Sales Compensation & Performance Analytics to lead the development, governance, and optimization of quota programs across the sales organization. This role serves as a key advisor to Sales Leadership, Revenue Operations, Finance, and Compensation teams, ensuring quota strategies are aligned to business objectives, market opportunity, and sales productivity goals.
The ideal candidate will bring deep expertise in quota planning, quota governance, renewal target setting, sales performance analytics, and compensation-related business processes. This individual will drive enterprise-wide quota review frameworks, establish governance models for complex sales scenarios, and deliver data-driven recommendations that improve quota effectiveness, sales performance, and revenue outcomes.
What you'll Do - Lead the design and evolution of quota-setting methodologies, governance standards, and quota allocation frameworks across sales organizations.
- Own annual and mid-year quota review processes, ensuring quotas remain aligned to business priorities, market dynamics, territory potential, and organizational objectives.
- Partner with Sales Leadership, Sales Operations, Revenue Operations, Finance, and Compensation teams to evaluate, validate, and optimize quota assignments and performance outcomes.
- Develop and manage renewal quota frameworks that incorporate retention performance, book of business dynamics, growth expectations, and account maturity considerations.
- Establish scalable quota governance models, decision frameworks, and approval processes to drive consistency, transparency, and accountability across the organization.
- Lead analytical reviews of quota attainment, productivity metrics, territory performance, and quota effectiveness to identify opportunities for optimization and improved business outcomes.
- Design and implement structured frameworks for evaluating quota outliers, performance anomalies, and exception scenarios, including PCR impacts, negative growth territories, territory disruptions, and account concentration risks.
- Own governance processes for Large Deals, Mega Deals, Strategic Transactions, and other exceptional business events, including impact assessments, quota treatment recommendations, and executive review support.
- Develop standardized methodologies for assessing slipped deals, forecast impacts, quota attainment implications, and performance normalization requirements.
- Deliver executive-level reporting, dashboards, insights, and recommendations that support quota governance, sales planning, and strategic decision-making.
- Drive continuous improvement initiatives focused on simplifying quota processes, improving operational efficiency, strengthening governance controls, and enhancing analytical capabilities.
- Serve as a subject matter expert for quota planning, quota governance, sales performance analytics, and compensation-related business processes.
What you need to succeed - Bachelor's degree in business, Finance, Economics, Statistics, Analytics, Mathematics, or a related discipline.
- 7+ years of experience in Sales Operations, Revenue Operations, Sales Compensation, Quota Planning, Business Analytics, or related functions.
- Demonstrated expertise in quota planning methodologies, quota governance, sales performance management, and compensation administration.
- Strong experience leading quota review cycles, sales performance assessments, and executive-level business reviews.
- Advanced analytical and problem-solving skills with the ability to translate complex data into actionable business insights.
- Experience working with CRM, sales planning, and compensation platforms such as Salesforce, Anaplan, Xactly, Varicent, CaptivateIQ, Tableau, or Power BI.
- Exceptional stakeholder management, communication, and influencing skills, with experience partnering with senior leaders across multiple functions.
Preferred Qualifications- Experience supporting global enterprise sales organizations and complex go-to-market models.
- Strong understanding of SaaS, subscription, recurring revenue, and renewal-based business models.
- Experience building quota governance frameworks, quota optimization programs, and sales performance management processes.
- Knowledge of territory planning, capacity modeling, forecasting, and revenue planning methodologies.
- MBA or advanced degree in Business, Finance, Analytics, or a related field.
Expected Pay Range:Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $112,400 -- $226,550 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
In California, the pay range for this position is $156,500 - $226,550
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
