SPM Consultant

Are you looking for a role where your ideas truly matter and data becomes a tool to create real business impact? Join us and shape the future of business solutions! 

🌍 Who we are: 

We are a team of business consultants, developers, and engineers. Since 2019, we have been helping companies implement and optimize systems that support sales performance and employee motivation. We value openness, creativity, and knowledge sharing. 

Responsibilities:

• Deliver implementation projects for Sales Performance Management (SPM) tools, with strong focus on territory management, quota planning, and capacity planning 

• Work with client stakeholders to understand their annual sales planning process for a new fiscal year 

• Lead or support workshops, discovery sessions, and requirements gathering meetings 

• Analyze client processes related to territory design, quota allocation, coverage model, and sales capacity 

• Translate business requirements into tool configuration, solution design, and functional specifications 

• Configure or support configuration of SPM solutions based on agreed planning logic and business rules 

• Define and document planning structures such as territories, hierarchies, quota logic, allocation rules, capacity assumptions, and workflows 

• Prepare project documentation, including business requirements, functional design, process flows, test scenarios, and user guidance 

• Work with data needed for implementation, including validation of source data, mapping, reconciliation, and support for data preparation 

• Support SIT, UAT, defect resolution, training, and rollout 

Required skills and experience: 

• Experience in Sales Operations, Revenue Operations, Sales Finance, FP&A, commercial controlling, or sales planning 

• Must-have experience in annual sales planning for a new fiscal year 

• Good practical understanding of territory management, including territory design, territory alignment, account assignment logic, segmentation, balancing workloads, and reducing territory gaps or overlaps.  

• Good practical understanding of quota planning, including top-down and bottom-up target setting, quota allocation, quota cascading, use of historical performance, market opportunity, and target validation. 

• Good practical understanding of capacity planning, including headcount planning, role planning, coverage planning, and estimating the number and type of sales resources needed to deliver revenue goals. 

• Experience with scenario analysis / what-if planning to compare different options for territories, quotas, and team capacity before final decisions are made 

• Experience working with sales organizations and understanding how companies set targets, define coverage, and assign territories 

• Experience in client-facing work, including workshops, stakeholder meetings, requirements gathering, and solution discussions 

• Experience in client-facing consulting work, especially workshops, discovery meetings, requirements gathering, stakeholder interviews, solution discussions, and business process documentation. 

• Strong analytical skills and experience working with sales data, KPIs, and reporting 

• Good knowledge of Excel and SQL 

• Experience supporting testing, UAT, and user training 

• Strong communication skills, with ability to explain complex planning logic in simple business language to Sales, Finance, and Operations stakeholders. 

Nice to have:

• Experience with SPM or planning tools such as Anaplan, Xactly, Varicent, SAP, Salesforce SPM, Pigment, Board, Vena, or Adaptive Planning 

• Experience with CRM, ERP, or HR systems connected to sales planning 

• Experience in an international or enterprise environment. 

What we offer: 

• A real impact on projects and the chance to implement your own ideas. 

• Access to modern tools and a dynamic work environment. 

• Continuous learning opportunities, including training and certifications. 

• Flexibility – work remotely or from our centrally located modern office. 

• Competitive salary and benefits package (Multisport, health & life insurance). 

• International exposure – projects across Europe, the US, and Asia.