Job Description

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.

Key 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

Qualifications and Skills

• 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

• Experience with sales planning tools (e.g., Varicent) is a plus

• Working knowledge of Salesforce CRM required

• Experience with data visualization tools (e.g., Tableau) is a plus

• 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

The base salary range across the U.S. for this role is between $122,6000-$183,900. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.

The base salary range across the U.S. for this role is between $122,6000-$183,900. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.