Strategy and Planning Lead

The shape of it

In the posting’s own words

We are looking for a Strategy & Planning Lead to join our Revenue Operations team. In this role, you'll be a key partner to the Director of Sales Planning and Strategy, going deep on the analytical foundations that power how Vercel plans, staffs, and quotas its go-to-market organization. You'll own the models that translate revenue targets into headcount, ratios, and quota — and as Vercel completes its transition to a consumption-based revenue model, you'll help design how we set and ramp quotas in a usage-based world. This is a senior individual contributor role for someone who wants to build the analytical backbone of a fast-growing GTM org.

What it asks for · 7

• 6+ years of experience in revenue/sales operations, strategic finance, or a similar analytical GTM 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 — ideally including consumption- or usage-based quota structures
• Excellent quantitative and modeling skills
• Comfortable operating with ambiguity — able to build a defensible model from incomplete data and clearly explain the assumptions behind it
• Strong written and verbal communication skills — able to translate complex modeling into clear recommendations for senior stakeholders
• A builder's mindset — you'd rather build the framework than run point on day-to-day execution

Also a plus

• Have direct experience with consumption-based or usage-based revenue models, especially quota and compensation design in that context
• Have worked in developer tools, infrastructure, or cloud platform companies
• Have a point of view on how automation or better tooling can improve planning and modeling workflows

What the job covers

• Build and maintain Vercel's GTM capacity model — connecting headcount plans to attainment probability and revenue target coverage across Sales, SAs, BDRs, and other supporting roles
• Develop and operationalize the concept of a "minimum deployable unit" — the unit of supporting roles needed per rep/segment — and use it to inform hiring sequencing and investment scenarios
• Own ramp curve, attrition, and productivity assumptions by segment, and use them to model longer-term headcount and investment scenarios for leadership review
• Partner with the Director on quota-setting methodology, with particular focus on consumption-based quota design — how usage-based revenue signal translates into fair, attainable quota and ramp assumptions
• Support the "leading indicators back from quota" analysis — translating quota by segment into pipeline coverage requirements and activity benchmarks
• Build and maintain quarterly planning deliverables — quota-setting proposals, coverage model updates, and headcount recommendations
• Track plan vs. actual on headcount, capacity, and quota attainment throughout the year; flag divergence early and model the revenue impact
• Partner with Finance, Recruiting, and Data & Analytics to validate assumptions and ensure planning models are grounded in real data

Tools and skills named

Words the posting leans on

• quota11×
• model10×
• revenue8×
• headcount6×
• build5×
• planning5×
• assumptions4×
• data4×
• design4×
• modeling4×
• ramp4×
• usage-based4×
• analytical3×
• consumption-based3×
• coverage3×
• experience3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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