About the role: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 you will do:- 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
About you:- 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
Bonus if you:- 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
Benefits:- Competitive compensation package, including equity.
- Inclusive Healthcare Package.
- Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
- Flexible Time Off.
- We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.
The San Francisco, CA base pay range for this role is $175,000 - $205,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.
