Revenue Planning Analyst

GitHub, Inc.•UNAVAILABLE, UNAVAILABLE

3d•Remote

About The Position

The Revenue Planning Analyst will join GitHub’s Revenue Strategy & Planning team, which shapes go-to-market strategy and translates growth objectives into executable plans. The role helps determine how GitHub covers customers through account segmentation, coverage models, and territory creation as part of biannual planning cycles. It applies judgment to define criteria, weigh implications for customers, sellers, and the business, and determine when exceptions are appropriate. The analyst also owns account-level planning and execution across thousands of accounts and hundreds of millions in ARR. The role supports GitHub’s transition from seat-based revenue toward consumption and AI products such as GitHub Copilot, addressing how customer segmentation, coverage, and measurement should adapt. It operates on an AI-first planning team and uses AI to improve planning while maintaining human judgment and data security. The position is remote within the United States. GitHub describes itself as remote-first and says it offers competitive pay, learning and growth opportunities, and benefits.

Requirements

At least 5 years of experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analysis, process improvement, business development, customer success, finance, marketing operations, or a related field; or a bachelor’s degree in a related listed field and at least 3 years of such experience; or equivalent experience.
At least 3 years of 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.
At least 3 years of experience applying go-to-market coverage models, segmentation, territory design, and rules of engagement to shape customer coverage and seller behavior.
At least 3 years of experience with Salesforce account data, including hierarchies, ownership, and segmentation.
Analytical self-sufficiency with large account datasets using spreadsheets or BI tools.
Hands-on use of AI tools such as GitHub Copilot in day-to-day work.

Nice To Haves

Experience redesigning segmentation or coverage during a go-to-market change.
Experience with consumption- or usage-based revenue models and how they affect 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 maintain a well-reasoned position under pressure.

Responsibilities

Define and apply customer segmentation criteria, including potential, ARR, usage and consumption signals, product mix, and complexity; test thresholds before implementation.
Evaluate coverage models and define customer-facing roles, ownership, and crediting, including coverage for new products such as GitHub Copilot.
Diagnose whether growth gaps result from seller capacity or coverage design and recommend options.
Create balanced territories using account load, ARR, potential, whitespace, and pipeline while considering 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 assigned segments, ensuring ARR is neither dropped nor double-counted.
Own first-line handover and coverage disputes by applying rules of engagement and precedent, determining when exceptions are warranted, documenting decisions, and escalating non-precedent cases with recommendations.
Measure territory and coverage performance and use results to inform future planning decisions.
Own Salesforce account segment, parent, and hierarchy reviews, including research, evidence validation, decision documentation, and queue management.
Maintain segmentation thresholds, rules of engagement, and managed-book criteria, and recommend updates 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 in the system of record.
Frame ambiguous go-to-market questions, test options through scenario analysis with Data Science and Finance partners, and develop recommendations that explain trade-offs, implications, and decision criteria.
Present recommendations to Sales and go-to-market leadership, build alignment across Sales, Finance, and Compensation, and formally communicate 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.