Senior Analyst, GTM Territory Planning

About Kaseya Kaseya is the leading provider of AI-powered IT management and cybersecurity software, serving Managed Service Providers (MSPs) and internal IT organizations worldwide. Our comprehensive platform helps organizations efficiently manage, secure, and automate their IT environments, driving operational efficiency and long-term business success. Backed by Insight Partners , a leading global software investor, Kaseya has experienced sustained double-digit growth and continues to expand its global footprint. Today, Kaseya supports customers in more than 20 countries and manages over 15 million endpoints worldwide. Founded in 2000, Kaseya has built a culture centered around innovation, accountability, and results. We are a high-growth, high-performance organization that values individuals who are driven, adaptable, and committed to delivering exceptional outcomes for our customers and teammates alike. At Kaseya, success comes from embracing challenges, moving with urgency, and continuously raising the bar. Position Summary The Senior Analyst, GTM Territory Planning sits within the Territory Planning & Operations Management function and reports to the Sr. Manager (or Director), GTM Territory Planning. This role is responsible for supporting the design, execution, and ongoing maintenance of territory models across Account Management, New Customer Acquisition, and Specialist organizations. This individual owns the analytical foundation of territory planning by building and maintaining capacity models, territory allocation frameworks, and coverage analyses that inform how GTM resources are deployed across the organization. The Senior Analyst translates headcount data, productivity benchmarks, and business priorities into structured planning outputs that enable leadership to make informed decisions regarding territory design, coverage strategy, and workforce allocation. This is an individual contributor role that partners closely with GTM Strategy, Finance, Sales Leadership, GTM Operations, Compensation, and BIS/Systems teams to ensure territory models remain accurate, scalable, and aligned with business objectives. Key Responsibilities Territory Design & Allocation Support the design, implementation, and maintenance of territory models across Account Management, New Customer Acquisition, and Specialist organizations. Build and maintain territory allocation frameworks that balance market opportunity, workload distribution, customer coverage, and business objectives. Analyze territory performance and coverage data to identify imbalances, gaps, and optimization opportunities. Develop territory design recommendations and supporting analyses for leadership review and decision-making. Maintain territory data integrity across Salesforce and related planning systems, ensuring models accurately reflect approved designs and assignments. Capacity Planning & Coverage Modeling Build and maintain capacity planning models to determine optimal headcount requirements across GTM sales organizations. Develop Day-in-the-Life models and support ratio analyses to establish workload expectations and identify resource coverage gaps. Monitor hiring plans against Annual Operating Plan (AOP) targets, proactively identifying variances and updating planning assumptions. Evaluate productivity benchmarks and workload distribution metrics to assess territory effectiveness and resource utilization. Support Finance and HR planning cycles by providing headcount and coverage modeling insights and recommendations. Account & Territory Operations Maintain Account Manager books of business and ensure territory assignments remain balanced, accurate, and aligned to organizational goals. Support annual and in-year territory planning cycles, including data preparation, model maintenance, change tracking, and execution support. Process and document territory and account assignment changes through established governance processes, including Salesforce case management wo…