JOB SUMMARY
The Director, Global Sales Planning & Analytics partners with Choice's Global Sales organization, supporting Fortune 1000 clients, government agencies, and large travel partners. This role oversees territory design, quota methodology, forecasting, CRM governance, performance analytics and sales enablement programs that drive predictable revenue performance and improved sales productivity. The Director leads a team of planners, analysts and operations professionals, ensuring analytical rigor, operational excellence and a strong commercial partnership with Sales leadership. The position plays a critical role in optimizing sales capacity, strengthening forecast accuracy and delivering insights that enhance go-to-market effectiveness.
RESPONSIBILITIES
People Leadership & Team Development
Lead, mentor and develop a team of sales planners, analysts and operations professionals, setting clear goals, development plans, and performance metrics.
Build a culture of analytical rigor, data governance, operational excellence and continuous improvement.
Serve as a mentor and cross-functional partner, consistent with Director-level expectations for influencing and leading others.
Sales Planning & Territory Design
Lead annual and mid-year territory design, segmentation and coverage modeling for Global Sales.
Define and implement territory sizing methodologies, account stratification frameworks and coverage ratios.
Use firmographic analysis, historical performance and propensity scoring to design optimal account assignments.
Quota Setting, Compensation Modeling & Sales Capacity
Own the quota-setting methodology and annual quota allocation across regions, teams and reps.
Partner with Compensation and HR to build, test and evaluate incentive models, including simulations of plan changes.
Conduct sales capacity planning, recommending hiring, sequencing, and resource allocation to meet revenue targets.
Forecasting & Performance Analytics
Lead monthly and quarterly forecasting processes; improve pipeline hygiene, commit practices and forecast accuracy.
Build and maintain executive dashboards and scorecards covering bookings, revenue, pipeline coverage, conversion rates, quota attainment and accuracy metrics.
Conduct root-cause analysis on performance gaps and provide actionable, data-backed recommendations.
CRM, Data Governance & Reporting
Lead CRM governance for Global Sales, ensuring data integrity, taxonomy consistency and adherence to adoption standards.
Maintain master reporting definitions, KPI taxonomy, and a single source of truth in partnership with IT/BI.
Integrate external datasets (market, firmographic, channel analytics) to enhance planning and reporting accuracy.
Sales Enablement & Tools
Create territory playbooks, quota attainment resources, account planning templates and forecasting guides that translate analytics into action.
Partner with Learning & Development to deliver training on planning processes, pipeline discipline and analytics literacy.
Oversee selection, implementation and optimization of sales planning, forecasting and enablement tools.
QUALIFICATIONS
Employment Experience
7+ years of progressive experience in sales planning, sales operations, revenue operations, or analytics supporting enterprise B2B sales organizations.
Demonstrated expertise in territory and quota design, forecasting processes, and sales compensation modeling.
Proven experience collaborating with Finance, HR/Compensation, and senior Sales leadership to translate corporate revenue goals into executable sales plans.
Prior experience leading teams and managing a sub-function consistent with Director-level expectations.
Technical Skills
Advanced proficiency in Salesforce (or equivalent CRM) with strong CRM governance practices.
Expert-level Excel modeling and scenario analysis skills.
Hands-on experience with BI tools (e.g., Tableau, Power BI) and working knowledge of SQL.
Familiarity with data engineering concepts, data warehouse environments, and collaboration with data science teams.
Experience with territory/quota tools (e.g., Xactly, Anaplan, Align) and enablement platforms (Seismic, Highspot) preferred.
Additional Skills & Competencies
Strong commercial acumen and ability to translate data into executive-ready insights and recommendations.
Ability to influence senior leaders and cross-functional partners through clear communication and strong executive presence.
Exceptional presentation skills with the ability to synthesize complex analysis into simple, concise narratives.
Strong project management capabilities and the ability to execute across concurrent initiatives.
Willingness to travel up to 10-20%. #LI-REMOTE
Education Requirements
Bachelor's Degree in business administration, marketing, sales, analytics or related field, or equivalent combination of education and work experience.
Relevant professional certifications are a plus.
Salary Range
The salary range for this position is $ 163,544 - $192,405 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP).
Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:
Competitive compensation and benefits, including medical, dental, and vision coverage
Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance
Financial benefits for retirement and health savings
Employee recognition programs
Discounts at Choice hotels worldwide
About Choice
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We're the hotel company for those who choose to bet on themselves - the striver, the dreamer, the entrepreneur - because that's who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today - for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward - giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD - Located at Pike & Rose (https://pikeandrose.com/) , our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ - Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN - Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote - Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice's Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice's Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver
