Revenue Planning Analyst

Segmentation and coverage strategy

• Define and apply segmentation criteria — potential, ARR, usage and consumption signals, product mix, and complexity — and test thresholds before they go live.

• Evaluate coverage models and define roles, ownership, and crediting around the customer, including how to cover new products such as GitHub Copilot.

• Diagnose whether growth gaps stem from seller capacity or coverage design, and recommend options.

Territory and account planning

• Create balanced territories using account load, ARR, potential, whitespace, and pipeline, weighing balance 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, with no ARR dropped or double-counted.

• Own first-line handover and coverage disputes: apply rules of engagement and precedent, decide when an exception is warranted, document the call, and escalate non-precedent cases with a recommendation.

• Measure how territories and coverage are performing, and use the results to sharpen the next set of decisions.

Account operations and data integrity

• Own routine Salesforce account segment, parent, and hierarchy reviews end to end: research, evidence validation, decision documentation, and queue management.

• Maintain segmentation thresholds, rules of engagement, and managed-book criteria, and 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 bring 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 at the center.

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 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, 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, and hands-on use of AI tools such as GitHub Copilot in your 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 of making go-to-market planning decisions — such as segment thresholds, account assignments, territory design, or coverage changes — and explaining the 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.