Sales Strategy and Planning Specialist
About G2 - The Company
G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.
Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.
And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.
Does that sound exciting to you? Come join us as we try to reach our next PEAK!
About G2 - Our People
At G2, everything we are and what we do is grounded in our PEAK values— (Performance + Entrepreneurship + Authenticity + Kindness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.
You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.
About The Role
The Sales Strategy and Planning Specialist will help drive the day-to-day success of the sales organisation by managing core elements of the Sales structure, including quotas, commission payouts, and core reporting. The person in this role will be an advisor to the global sales and operations teams, and will be responsible for helping crack some of the most important strategic and operational problems facing the revenue organisation. We are searching for a candidate who is comfortable working in a cross-functional and highly dynamic environment and has experience working with and interpreting data into actionable insights. This role will be hybrid, and based in our Bengaluru office.
In This Role, You Will:
Quota Setting & Compensation Planning:
Develop and manage a scalable process for setting and tracking sales quotas, implementing systems and tools to ensure accurate and timely tracking of quota attainment.
Collaborate with sales leadership to design and implement streamlined and effective sales compensation plans, ensuring alignment to company targets
Territory Management & Rules of Engagement
Define, implement, and track a territory management process to optimise sales coverage and maximise revenue potential.
Work with sales and cross-functional teams to define Rules of Engagement, documenting and communicating across organisation to ensure consistency & alignment
Insights and Data Analysis:
Develop and maintain tracking systems for key performance indicators (KPIs) related to sales operations.
Conduct ad hoc analysis to identify drivers of business and sales performance, translating data insights into actionable recommendations for sales strategy and execution.
Collaborate with systems team to improve data quality and integrity in sales systems and databases, identifying opportunities to automate reporting processes
Cross-Functional Collaboration:
Establish and maintain strong collaborative relationships with cross-functional teams and stakeholders.
Work closely with sales, marketing, finance, and operations teams to drive alignment and achieve shared goals.
Act as a liaison between sales operations and other departments to facilitate communication and coordination.
Minimum Qualifications:
We realise applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.
3- 5 years of experience in management consulting, finance, business operations, or an analytical/operational role
2+ years of experience in Revenue Operations & Salesforce
High degree of comfort working with sales teams, databases, and technology platforms
Proficient in both qualitative and quantitative analysis, with exceptional communication skills.
Proactive self-starter and ability to work independently in a dynamic environment
Strong communication and organizational skills and experience presenting to senior leadership teams
Advanced abilities in Microsoft Excel or G-Sheets (V-lookups, pivot tables, complex formula statements)
What Can Help Your Application Stand Out:
Experience with business intelligence tools like Looker, Clari, Tablea, SPIF
Experience working with a quote-to-cash system (e.g., CPQ, DealHub)
Our Commitment to Inclusivity and Diversity
At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.
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