Principal Product Manager - Territory Management

Own and evolve the product vision, strategy, and roadmap for next-generation sales territory management. Reimagine the end-to-end territory planning process — including segmentation, account assignment, coverage balancing, quota alignment, and capacity planning — to enable automation and intelligence. Unify territory planning with forecasting, FP&A, pipeline, revenue targets, and business insights into a connected, data-driven decision framework. Design and implement an Agentic-AI-first operating model where intelligent agents continuously analyze data, flag risks, recommend actions, generate scenarios, and automate approved decisions. Partner with Architecture, Data, and Engineering to build scalable data models, APIs, and integration capabilities that connect systems like Salesforce and Clari. Define product requirements that support a cohesive planning ecosystem rather than disconnected applications; ensure seamless operation across Salesforce and Clari. Introduce industry best practices in sales operations, territory management, forecasting, capacity modeling, and revenue planning. Lead discovery sessions, user interviews, and workshops to capture insights and prioritize product requirements. Define MVP scope, iterate on delivery, and measure results to drive improvement in planning efficiency and decision velocity. Establish success metrics around territory effectiveness, capacity accuracy, forecast quality, coverage gaps, and sales productivity. Communicate strategy, progress, and business outcomes to executives and stakeholders; foster alignment across teams. Champion a data-first, outcome-driven approach to product management, setting a standard for excellence in enterprise product delivery. 8+ years of Product Management experience in B2B SaaS or enterprise technology. Strong understanding of territory design, account assignment, capacity and coverage planning, quota setting, forecasting, and sales performance management. Deep expertise in Sales Territory Management, Sales Planning, or Revenue Operations. Proficient in Salesforce, including CRM data models, automation, and integration frameworks. Experience with Clari and modern revenue forecasting tools. Strong understanding of FP&A principles and how financial targets translate into capacity and territory plans. Experience with Agentic AI, intelligent automation, or AI-driven decision-support systems. Proven success transforming manual, spreadsheet-heavy processes into scalable enterprise-grade products. Background in systems architecture and data engineering collaboration. Demonstrated skill in product leadership, stakeholder management, and influencing senior executives. Excellent communication skills with the ability to distill complexity into actionable insights.