Sales Planning Manager

The Role

Sales Planning and Target Management

• Develop annual, quarterly, and monthly sales-planning frameworks aligned with company strategy.
• Translate revenue and growth objectives into actionable sales plans.
• Coordinate planning across regions, segments, products, channels, and sales teams.
• Develop targets by region, territory, segment, product, channel, team, and individual where appropriate.
• Analyze performance, market opportunity, pipeline, capacity, productivity, and seasonality to inform targets and quotas.

Forecasting and Pipeline Planning

• Lead weekly, monthly, quarterly, and annual sales forecasting processes.
• Consolidate forecasts and analyze pipeline coverage, stage progression, conversion, deal velocity, and sales-cycle patterns.
• Identify forecast risks, gaps, upside opportunities, pipeline shortfalls, and inconsistent assumptions.
• Develop forecast scenarios and sensitivity analyses and improve forecast accuracy through standardized methodologies.
• Support Sales leadership in prioritizing pipeline-generation activities.

Territory and Capacity Planning

• Lead territory design and optimization using market potential, customer density, account value, geography, workload, and sales capacity.
• Identify whitespace, under-covered markets, territory imbalances, and opportunities for realignment.
• Develop sales-capacity models and determine required headcount by role, region, segment, channel, and territory.
• Analyze ramp periods, attrition, productivity, hiring timelines, and capacity constraints.
• Partner with HR and Talent Acquisition on workforce requirements and staffing scenarios.

Sales Productivity and Stakeholder Management

• Analyze productivity by role, region, territory, segment, product, and tenure.
• Track revenue per seller, quota attainment, pipeline generation, conversion rates, sales-cycle length, and activity levels where appropriate.
• Identify productivity gaps and high-performing patterns and recommend improvements to sales effectiveness.
• Partner with Finance and Sales leadership to reconcile forecasts with financial expectations.
• Provide commercial and performance insights to Sales leadership.

Ideal Candidate

• Proven experience managing sales-planning processes.
• Strong understanding of sales forecasting and revenue planning.
• Experience with quota and target setting, territory planning, sales capacity planning, pipeline analysis, and sales-performance analysis.
• Strong financial and commercial analysis capabilities and experience building forecasting and scenario models.
• Strong understanding of sales metrics, KPIs, and commercial drivers.
• Advanced Microsoft Excel and PowerPoint skills.

Additional Skills and Experience

• CRM experience with Salesforce, Microsoft Dynamics, HubSpot, or similar systems is advantageous.
• Power BI, Tableau, or similar analytics-platform experience is highly advantageous.
• Experience with sales-planning, forecasting, CPQ, compensation, or revenue-management platforms is advantageous.
• International or multi-country sales-organization experience is highly advantageous.
• Experience in SaaS, technology, professional services, enterprise sales, B2B, consumer, retail, or other complex commercial environments is advantageous.
• Arabic, a relevant degree, professional qualifications, and AI-assisted forecasting experience are advantageous.

Work Arrangement

• The position is fully remote and based in the United Arab Emirates.
• The successful candidate must be able to work independently in an internationally distributed environment.