Salesforce Sales Planning / Enterprise Territory Management (ETM) Architect

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.