Territory Design Specialist

The Territory Design Specialist is a critical Revenue Operations role responsible for translating go-to-market strategy into actionable territory structures, account assignments, and quota frameworks. This individual ensures that sales capacity is deployed against the highest-value opportunities, that coverage models are defensible and equitable, and that the systems underpinning revenue execution — CRM, compensation, and data infrastructure — reflect ground truth at all times.

This role sits within the Commercial Excellence team and operates as a trusted partner to Sales, Finance, HR, and Sales Compensation. It requires an equal command of quantitative rigor and executive communication — turning complex data into clear, decision-ready recommendations for business leaders.

About the Role 

Territory design sits at the intersection of strategy and execution. In this role, you will have direct visibility into how Thomson Reuters goes to market across its business segments, and real influence over how sales resources are allocated against revenue targets. Your models will inform executive decisions. Your system outputs will drive rep pay. The work is analytically demanding, commercially meaningful, and highly visible. In this opportunity as a Territory Design Specialist, you will: 

• Drive annual territory planning: Own the end-to-end territory lifecycle from segmentation and sizing through account assignment, quota setting, and mid-year realignments — ensuring each phase is completed on time, with documented rationale and stakeholder sign-off.
• Develop defensible territory models: Build and maintain sizing models that quantify market opportunity, sales capacity, and revenue potential by territory — enabling leaders to make data-backed decisions on coverage, headcount, and channel strategy.
• Translate strategy into territory structure: Design and present multiple territory scenarios in response to evolving go-to-market strategies, headcount changes, or product launches — proactively identifying optimization opportunities before they become coverage gaps.
• Ensure system fidelity across platforms: Convert finalized territory designs and quota decisions into system-ready data for CRM (Salesforce), compensation platforms (Varicent), and the data warehouse — with a zero-tolerance standard for accuracy.
• Own data quality and governance: Serve as a subject matter expert on TR’s order-to-cash and CRM data environments, building reusable constructs that improve speed and consistency across territory cycles.
• Partner across Revenue Operations functions: Lead cross-functional alignment sessions with Finance, HR, and Sales Compensation — communicating territory impacts clearly and translating business leader decisions into executable outputs.
• Improve the operating model: Champion continuous improvement in territory methodology, tooling, and process documentation to reduce cycle time and increase the strategic value of territory decisions.

About You 

You're a fit for the role of Territory Design Specialist if your background includes:

• Experience: Bachelor’s degree and 6+ years of experience in Sales Operations, Revenue Operations, Sales Compensation, or a related commercial finance function.
• Territory design expertise: Demonstrated ability to build territory models, size markets, and set quotas with clear financial logic and documented assumptions.
• Executive communication: Fluency translating data into executive-ready recommendations; experience presenting territory scenarios and quota rationale directly to business leaders.
• Technical skills: Advanced proficiency in Microsoft Excel and Access; hands-on experience with Salesforce, SAP, Xactly, Business Objects, and territory design platforms.
• Range across the stack: Comfort operating across both strategic planning and transactional execution — you can present a sizing framework to a VP in the morning and update system records in the afternoon.
• Operational discipline: Strong project management instincts with the ability to manage multiple territory cycles simultaneously, meet tight deadlines, and maintain accuracy under pressure.
• Business curiosity: A genuine interest in understanding the breadth of Thomson Reuters’ product portfolio and business segments as the foundation for credible, market-informed territory design.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.

• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.

• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The base compensation range varies across locations. For any eligible US locations, unless otherwise noted, the base compensation range for this role is $74,200 USD - $137,800 USD. Base pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at HR.Leave-Expert@thomsonreuters.com. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations. More information on requesting an accommodation here.

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More information about Thomson Reuters can be found on thomsonreuters.com