Revenue Planning Analyst

Overview

This role supports Revenue Strategy & Planning and shapes how the organization goes to market by translating growth goals into an actionable plan for sellers. The work focuses on account segmentation, coverage models, and territory creation, executed as part of bi-annual planning cycles.

As a Revenue Planning Analyst, you will define criteria, evaluate implications for customers, sellers, and the business, and determine when to follow standard rules versus when exceptions are warranted. You will also own account-level work that brings the plan to life across thousands of accounts and hundreds of millions in ARR.

Responsibilities

Segmentation and coverage strategy

• Define and apply segmentation criteria, including potential, ARR, usage and consumption signals, product mix, and complexity; test thresholds before they go live.
• Evaluate coverage models and define roles, ownership, and crediting around the customer, including coverage for new products such as GitHub Copilot.
• Diagnose whether growth gaps result from seller capacity or from coverage design, then recommend options.

Territory and account planning

• Create balanced territories using account load, ARR, potential, whitespace, and pipeline; balance territory structure against customer continuity and seller ramp.
• Partner with the Territory Planning Lead on the semiannual handover cycle and own account assignment, account-movement analytics, and execution for your segments—ensuring no ARR is dropped or double-counted.
• Own first-line handover and coverage disputes by applying rules of engagement and precedent, deciding when exceptions are warranted, documenting decisions, and escalating non-precedent cases with recommendations.
• Measure territory and coverage performance and use results to refine the next set of planning decisions.

Account operations and data integrity

• Own routine Salesforce account segment, parent, and hierarchy reviews end to end, including research, evidence validation, decision documentation, and queue management.
• Maintain segmentation thresholds, rules of engagement, and managed-book criteria; recommend changes when they no longer fit the business.
• Serve as the operational owner of territory planning in Salesforce SPM and protect account hierarchy and data quality across the system of record.

Decision-making, communication, and influence

• Frame ambiguous go-to-market questions, test options with scenario analysis alongside Data Science and Finance partners, and deliver clear recommendations with trade-offs, implications, and decision criteria.
• Present recommendations to Sales and go-to-market leadership, build alignment across Sales, Finance, and Compensation, and own formal communication of segmentation and territory decisions to the field.
• Use AI to improve the speed and quality of planning decisions while keeping human judgment and data security central.

Qualifications

Required qualifications

• 5+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field

• OR Bachelor’s Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences or related field AND 3+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field

• OR equivalent experience.

• 3+ years experience strategizing and implementing account segmentation, territory creation, and quota formation as part of an annual planning cycle—ideally across a large account base in a B2B sales organization with multiple segments and regions.

• 3+ years experience applying go-to-market coverage models and segmentation, territory design, and rules of engagement to shape customer coverage and seller behavior.

• 3+ years experience with Salesforce account data, including hierarchies, ownership, and segmentation.

• Analytical self-sufficiency with large account datasets in spreadsheets or BI tools.

• Hands-on use of AI tools such as GitHub Copilot in day-to-day work.

Preferred qualifications

• Experience redesigning segmentation or coverage during a go-to-market change.
• Experience with consumption or usage-based revenue models and how they change segmentation, coverage, and quota.
• Experience with SPM or territory management tools.
• Track record making go-to-market planning decisions (e.g., segment thresholds, account assignments, territory design, coverage changes) and explaining reasoning and trade-offs to Sales leaders.
• Ability to influence Sales leaders and cross-functional partners without authority, and to hold a well-reasoned position under pressure.

Compensation & Benefits

• Competitive pay
• Generous learning and growth opportunities
• Excellent benefits

Location

Remote, United States

Equal Employment Opportunity

The organization is an equal opportunity employer and does not discriminate based on 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 support the interview process.