Lead Sales Planning Analyst
About The Position
Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle. We are seeking a Lead Sales Planning Analyst to support GTM Planning across territory management, quota operations, and capacity planning. This role partners with Sales teams to execute and maintain territory structures, quota targets, and staffing models aligned with company financial objectives. This is an individual contributor role focused on operational execution, responsible for maintaining planning models, managing ongoing updates, and ensuring planning outputs are accurate, scalable, and effectively implemented across systems and processes. The role translates planning inputs into actionable outputs, supporting the successful rollout and ongoing management of territory and quota plans.
Requirements
- Bachelor’s degree in business administration, Finance, Economics, or a related field
- 8+ years of experience in sales planning, territory management, quota operations, or related roles
- Advanced proficiency in Excel and data analysis tools
- Working knowledge of Salesforce CRM required
- Strong analytical skills with experience in data analysis and modeling
- Effective communication skills, with the ability to present insights to both technical and non-technical audiences
- Ability to collaborate cross-functionally with diverse teams and stakeholders
- Strong problem-solving skills and attention to detail
- Highly organized with a focus on accuracy and data integrity
Nice To Haves
- Experience with sales planning tools (e.g., Varicent) is a plus
- Experience with data visualization tools (e.g., Tableau) is a plus
Responsibilities
- Partner with Sales (Direct and Overlay) and Customer Success to support the execution and maintenance of territory, quota, and capacity plans aligned with company financial targets
- Execute territory design outputs, including segmentation, account assignments, and coverage updates to maintain balanced and accurate book of business
- Build, maintain, and update quota models based on approved capacity assumptions (headcount, ramp, productivity, market opportunity)
- Manage ongoing quota updates driven by new hires, attrition, territory changes, and in-year business adjustments
- Maintain headcount and productivity models to support ongoing capacity tracking and coverage needs
- Support TAM (Total Addressable Market) analysis and maintain underlying data to ensure accurate planning inputs
- Monitor territory health, coverage efficiency, and capacity utilization; identify and escalate gaps or inconsistencies
- Apply and enforce quota and territory policies (e.g., account ownership, renewals, opportunity splits) through day-to-day operations
- Administer sales planning tools (Varicent) to support territory, quota, and capacity planning processes, including ongoing maintenance and updates
- Execute testing, validation, and rollout of planning models and ensure data accuracy across outputs
- Ensure planning outputs are correctly reflected in SFDC and downstream systems, and resolve discrepancies as needed
- Own the operational execution of fiscal year transition activities, including territory and quota rollout, data validation, system updates, and issue resolution
- Coordinate with Sales, Finance, HR, Marketing, and RevOps to ensure smooth execution of planning updates and changes
- Support execution of annual and in-year GTM planning cycles with a focus on accuracy, timeliness, and operational readiness
- Communicate updates, changes, and issues clearly to stakeholders, ensuring alignment and timely resolution
Benefits
- bonus
- competitive total rewards package
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
