Strategy and Planning Lead

Vercel • San Francisco, CA

7h • $175,000 - $205,000

About The Position

Vercel is seeking a Strategy & Planning Lead to join its Revenue Operations team. This senior individual contributor will partner with the Director of Sales Planning and Strategy to build the analytical foundations for planning, staffing, and quota-setting across the go-to-market organization. The role owns models that translate revenue targets into headcount, staffing ratios, and quotas, and will help develop quota-setting and ramp approaches for a consumption-based revenue model.

The role works across Sales, Sales Architects (SAs), Business Development Representatives (BDRs), and other supporting roles. It includes building capacity and coverage models, developing staffing assumptions, supporting quarterly planning, and tracking actual performance against plans. The Lead will collaborate with Finance, Recruiting, and Data & Analytics to validate assumptions and provide leadership with data-grounded recommendations.

Requirements

• At least 6 years of experience in revenue or sales operations, strategic finance, or a similar analytical go-to-market function at a high-growth SaaS company.
• Strong track record building headcount, capacity, or ratio-based staffing models tied to revenue targets.
• Experience with quota design and ramp modeling.
• Excellent quantitative and modeling skills.
• Ability to operate with ambiguity, build defensible models from incomplete data, and clearly explain underlying assumptions.
• Strong written and verbal communication skills, including the ability to translate complex modeling into clear recommendations for senior stakeholders.
• A builder's mindset and preference for building frameworks over leading day-to-day execution.

Nice To Haves

• Direct experience with consumption-based or usage-based revenue models, especially quota and compensation design.
• Experience in developer tools, infrastructure, or cloud platform companies.
• A point of view on how automation or better tooling can improve planning and modeling workflows.

Responsibilities

• Build and maintain the GTM capacity model, connecting headcount plans to attainment probability and revenue target coverage across Sales, SAs, BDRs, and other supporting roles.
• Develop and operationalize a minimum deployable unit of supporting roles per representative or segment, and use it to inform hiring sequencing and investment scenarios.
• Own ramp curve, attrition, and productivity assumptions by segment and model longer-term headcount and investment scenarios for leadership review.
• Partner with the Director of Sales Planning and Strategy on quota-setting methodology, especially consumption-based quota design and ramp assumptions.
• Support analysis of leading indicators back from quota by translating segment quotas into pipeline coverage requirements and activity benchmarks.
• Build and maintain quarterly planning deliverables, including quota-setting proposals, coverage model updates, and headcount recommendations.
• Track plan versus actual headcount, capacity, and quota attainment throughout the year; flag divergence early and model its revenue impact.
• Partner with Finance, Recruiting, and Data & Analytics to validate assumptions and ensure planning models are grounded in real data.

Benefits

• Competitive compensation package, including equity.
• Inclusive healthcare package.
• Mentorship and events to help employees build their network and skills.
• Flexible Time Off.
• Role-related equipment and a work-from-home budget.
• Potential eligibility for a company bonus or variable pay program, depending on the role.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed