Global Territory & Quota Planning Manager (Remote)

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.

Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/.

Reporting into VP of Revenue operations, this role partners closely with Global Sales Leadership, Regional VPs, Finance, and Compensation to translate global revenue targets into balanced territories and defensible, locally relevant quotas that drive predictable performance across Americas, EMEA, and APAC.

Global Territory Strategy & Design

• Own the global annual and in-year territory planning process across all regions and GTM roles (AE, AM, CSM, SDR and overlays)
• Define and govern global territory principles (segmentation, account assignment, coverage models), while enabling regional adaptations for market maturity, language, regulatory, and customer-buying differences.
• Invent territory models across geography, segment, industry, account size, and named/global/regional account strategies.
• Ensure territory alignment with global GTM strategy and regional sales motions (new business, renewals, expansion).

Global Quota Setting & Capacity Modeling

• Lead the global quota-setting process, translating company revenue targets into regional, segment, territory, and rep-level quotas.
• Develop and maintain standardized global quota methodologies, including quota-to-potential ratios, efficiency benchmarks, and ramp assumptions, with regional calibration where required.
• Partner with Sales Leadership and Finance to validate quota fairness, attainability, and regional capacity constraints.
• Lead quota allocation for new hires, ramping sellers, mid-year territory changes, and market expansions.

Market, Opportunity & Capacity Analysis

• Work with Portfolio teams on account specializations for Solutions teams
• Define a propensity model and work with systems to implement into Salesforce.
• Build and maintain a global account universe (TAM) with consistent segmentation and data standards across regions working with marketing.
• Analyze regional market opportunity, whitespace, historical performance, and pipeline dynamics to estimate territory-level revenue potential.
• Model regional differences in rep capacity, deal cycles, average deal size, seasonality, and ramp curves.

Territory & Quota Deployment & Governance

• Lead worldwide sales region and target reviews with Regional VPs and frontline managers, incorporating feedback while implementing governance.
• Establish and implement global change-control processes for territory and quota adjustments driven by headcount changes and attrition.
• Lead global and regional exception handling to minimize disruption and maintain seller trust.

Systems, Data & Process Enablement

• Coordinate alongside the Systems team to deliver vital information for global territory and quota implementation in CRM and planning systems (Salesforce preferred), including regional hierarchies and rollups.
• Partner with Analytics to ensure accurate global and regional reporting on quota attainment, territory performance, and pipeline coverage.
• Drive continuous improvement of global planning processes through automation, documentation, and standardization.

Performance Monitoring & Optimization

• Supervise global and regional KPIs, including:
• Quota attainment distribution by region
• Quota-to-potential ratios
• Pipeline coverage and velocity
• Territory health and coverage gaps
• Identify systemic regional imbalances and recommend territory realignments, quota recalibration, or coverage model changes.
• Lead post-cycle global territory and quota retrospectives and incorporate insights into future planning cycles.

Cross-Functional & Regional Collaboration

• Partner closely with:
• Global and Regional Sales Leadership on goals, coverage, and quotas
• Compensation teams to align quotas with global and regional incentive plans
• Finance on global revenue targets, forecasting, headcount planning, and FX considerations
• Serve as the global territory and quota planning authority within Revenue Operations.

• 7+ years of experience in Sales Operations or Revenue Operations, with direct ownership of global territory and quota planning.
• Validated experience supporting multi-region sales organizations (Americas, EMEA, APAC).
• Strong analytical and modeling skills; sophisticated Excel/Sheets required.
• Hands-on experience with Salesforce and enterprise sales planning tools.

Preferred

• Familiarity with sales compensation principles and global incentive alignment.
• Experience supporting multiple GTM motions (direct, partner, inside, field).

What Success Looks Like

• Global territories are consistent, scalable, and regionally fair.
• Quotas are defensible, attainable, and aligned to local market opportunity.
• Regional leaders trust regional boundaries and sales targets as the foundation for compensation, forecasting, and performance management.
• Global planning cycles run efficiently with minimal disruption to sellers.

Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected].

Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.  Sales roles often incorporate a significant incentive compensation program beyond this base pay range.

In this position,  you will be eligible to participate in the company’s discretionary incentive bonus program.  This position's bonus target amount, which is not guaranteed and is dependent on individual performance and overall company results among other factors, is provided below.