Revenue Planning Analyst

Overview

This role is part of the Revenue Strategy & Planning team, supporting go-to-market planning by building the models and analytics that territory and seller organizations use to execute account, territory, and quota plans.

The organization is hiring a Revenue Planning Analyst to own account-level analytical work and day-to-day execution. Responsibilities include building quota and coverage models from raw data, supporting a semiannual account handover cycle, and maintaining accurate account segmentation and hierarchy in Salesforce.

This is a hands-on builder and operator role focused on detailed, account-level execution and data-backed recommendations.

Responsibilities

Account and territory planning execution

• Own routine Salesforce account segment, parent, and hierarchy reviews end to end: research the account, validate the evidence, apply established rules and precedent, document the decision, and manage the review queue.
• Identify complex or non-precedent cases and work them through with the Territory Planning Lead, supported by clear, documented recommendations.
• Partner with the Territory Planning Lead on the semiannual account handover cycle by applying segmentation rules, running account-movement analytics, and owning execution for assigned segments across a global, multi-segment sales organization.
• Own the data and analysis behind handover and coverage decisions, and partner with the Territory Planning Lead to align with Sales leaders.
• Own the analysis behind rules of engagement, segment thresholds, and managed-book criteria, partnering with the Territory Planning Lead on how they are set and updated.
• Maintain account hierarchy and data quality in Salesforce as the foundation for accurate territory design.
• Serve as the operational owner of the Salesforce planning tool (SPM) for territory planning, including the post-launch queue, effective-dated approvals, and auditability of the system of record.

Quota analysis and audit

• Build and maintain quota-setting models, including baseline, over-assignment, and segment-level distribution.
• Build and maintain consumption and usage-based (UBB) quota models, including for AI products such as Copilot, aligned to methodology and policy set by leadership.
• Run the quota audit model by flagging outliers against prior performance, segment average, account load, and pipeline before quotas ship.
• Reconcile model outputs with Finance top-line targets and with Compensation plan exhibits and upload templates.
• Keep models explainable and auditable for sales leaders, Finance, and Compensation.

Planning cycle and analysis

• Deliver quota and territory-analytics milestones within the integrated planning timeline, including the annual operating plan and the H2 update, and flag risks early.
• Deliver ad hoc analysis (scenario and sensitivity modeling) on plan, quota, and territory questions with clear, data-backed recommendations.
• Identify opportunities to automate and speed up recurring work, including through AI-assisted tooling where it fits.

Qualifications

Required qualifications

• 5+ years experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
  • OR Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 3+ years experience in the areas listed above
  • OR Master's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 1+ year(s) experience in the areas listed above
  • OR equivalent experience
• 5+ years experience in Near-Term Strategy (2 years out), business planning, marketing, strategy, sales, or finance.
• Demonstrated ability to build models from raw data; advanced spreadsheet modeling or SQL.
• Working knowledge of Salesforce account data, including account hierarchies, ownership, and segmentation fields.
• Hands-on experience with territory design, account segmentation, quota setting, or a combination in a segmented, multi-region go-to-market organization.

Preferred qualifications

• Hands-on experience using AI tools such as GitHub Copilot to speed up analytical workflows.
• Experience with consumption or usage-based revenue models.
• Experience with sales performance management (SPM) or territory management tooling.
• Experience working with Finance on top-line alignment and with Compensation on plan exhibits.
• Strong attention to detail and comfort with high-volume, detailed execution work (research, validation, documentation, and queue management) alongside model building.

Compensation & Benefits

• Base salary range: USD $85,000.00 - USD $225,400.00 /Yr.
• Pay ranges apply to roles across the United States; base pay depends on factors including geographical location and review of experience, knowledge, skills, and abilities.
• Certain roles may be eligible for benefits and additional rewards, including annual bonus and stock. Rewards are allocated based on individual impact.
• Certain roles may also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Location

• Remote, United States

Additional information

• This position will be open for a minimum of 3 days, with applications accepted on an ongoing basis until the position is filled.
• EEO statement: The employer does not discriminate on the basis of gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. If you have a disability, accommodations are available to improve the interview process.