Manager, Sales Strategy & Enablement - Comp, Quota, Territories

Sales Strategy & Enablement Manager

The Manager, Sales Strategy & Enablement- Comp, Quota, Territories plays a critical role at the intersection of leadership, strategic analysis, and relationship building. This role is responsible for owning and driving the development of sales compensation plans, quota strategies, and territory design in close partnership with Cox Automotive Sales and Sales Business Operations (SBO) stakeholders.

This individual will leverage strong analytical expertise and business acumen to align sales performance structures with organizational goals, while also fostering trusted relationships across cross-functional teams. The ideal candidate brings a blend of strategic thinking and hands-on execution, thriving in a fast-paced environment where precision, agility, and collaboration are key to success.

What You'll Do:

• Serve as the subject matter expert in compensation design, quota setting, and territory strategy—balancing strategic foresight with hands-on execution to drive scalable, high-impact outcomes supporting the newly formed Fleet Solutions sales organization
• Lead the development of sales compensation plans, territory frameworks, and quota strategies that align with long-term business goals while delivering immediate value to sales teams.
• Think strategically and holistically about how compensation, territory, and quota design influence sales behavior, market coverage, and organizational performance.
• Drive territory planning and optimization initiatives that reflect both macro-level market dynamics and micro-level team capabilities, ensuring balanced coverage and maximum penetration.
• Lead cross-functional initiatives involving GTM changes, comp plan rollouts, quota adjustments, and territory realignments, translating strategic intent into clear, actionable plans.
• Champion a culture of agility, ownership, and accountability across sales operations, influencing executive stakeholders and promoting operational excellence across Cox Automotive.
• Provide leadership across high-priority initiatives by connecting big-picture strategy with tactical execution, ensuring alignment, clarity, and measurable impact.
• Make data-driven, strategic recommendations by synthesizing performance metrics, industry benchmarks, and business insights to guide sales planning and decision-making.
• Facilitate annual and quarterly sales planning cycles, including quota and target setting, budgeting, and performance reviews, in partnership with senior sales and finance leaders.
• Build and manage a standardized quota distribution model across multiple sales teams and job profiles, ensuring fairness, transparency, and alignment with business goals.
• Deliver actionable insights to sales leaders by identifying performance gaps, surfacing opportunities, and driving strategic conversations through robust analytics.
• Maintain consistent visibility into the effectiveness of compensation plans, territory coverage, and leadership impact through a comprehensive reporting suite.
• Operate effectively in a fast-paced, do-it-yourself culture, where success depends on the ability to think big, act fast, and execute with precision.

What's in It for You?

Here's a sneak peek at the benefits you could experience as a Cox employee:

• A competitive salary and top-notch bonus/incentive plans.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Professional development and continuing education opportunities.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Extra perks like pet insurance, employee discounts and much more.

Who You Are

Minimum:

• Bachelor's degree in related discipline and 6 years of business experience in relevant functional areas (e.g., Sales, Sales Operations, Sales Strategy). The right candidate could also have a different combination, such as a master's degree and 4 years' experience; a Ph.D. and 1 year of experience; or 10 years' experience in a related field.
• Experience with external compensation, quota, and territory management tools
• Proven ability to lead and deliver end-to-end projects in dynamic environments, overcoming obstacles and driving results
• Strong communication skills with experience engaging executive sales leaders and cross-functional partners
• Ability to multi-task and manage multiple projects simultaneously while maintaining attention to detail
• Deep understanding of sales tools, processes, and methodologies, with the ability to develop strategic roadmaps and execute enablement visions
• Advanced proficiency in Salesforce.com and Microsoft Office Suite (Excel, PowerPoint, Outlook, Word)
• Experience with Anaplan or Incent or other similar quota-setting and compensation tools
• Experience with external mapping tools to build geography-based territories
• Experience with Copilot or other similar AI tools
• Demonstrated ability to build and maintain strong partnerships across complex, multi-layered organizations, including executive-level stakeholders
• Proven success in gathering and translating feedback into actionable strategies that address cross-functional business needs
• Experience collaborating across departments and business units with varying levels of leadership and team maturity
• Highly detail-oriented with strong organizational and project management skills
• Excellent written and verbal communication abilities
• Self-starter who thrives in a fast-paced, rapidly evolving environment
• Ability to respond quickly, take initiative, and lead teams through challenges and change
• Energetic, curious, and growth-minded learner who can drive adoption of new programs and offerings across the organization

Preferred:

• MBA or other advanced degree
• Fleet industry experience

Join the Cox family of businesses and make your mark today!

Drug Testing

To be employed in this role, you'll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.

About Us

Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book and industry-leading dealer-facing companies like vAuto and Manheim, all while enjoying the people-centered atmosphere that is central to our life at Cox. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page. Cox is an Equal Employment Opportunity employer – All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship. Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.