Analyst, Sales Strategy & GTM Planning
About this role
The ideal candidate for this role enjoys blending analytical rigor with strategic thinking to drive business outcomes. This position is central to the Revenue Operations team, focusing on scaling Planet's go-to-market strategy as the company grows. The Analyst of Sales Strategy & GTM Planning will serve as the analytical engine behind annual planning, sales capacity modeling, and key revenue initiatives. This role requires the ability to translate complex quantitative models into actionable GTM architecture, bridging high-level strategy with detailed system execution.
The individual will be responsible for owning critical processes such as fiscal year planning, territory design, and developing account scoring algorithms. They will ensure data integrity across various platforms and provide strategic insights to leadership to inform major business decisions. This role exists to ensure that Planet's global field teams have the optimized structure and resources needed to succeed in the market.
A successful candidate will thrive in an environment that requires deep expertise in modeling and a proactive approach to problem-solving. This is suited for someone who can manage complex data structures and communicate intricate analytical findings clearly to both technical and executive audiences.
What you will do
- Partner with the team on annual capacity modeling, quota deployment, and territory carve-outs.
- Build scenario models to analyze representative rep ramp times, productivity curves, and coverage rules.
- Own and evolve multi-dimensional planning models within the Pigment platform to track quotas, territories, and headcount.
- Design, test, and maintain data-driven account scoring models and tiering frameworks to optimize field team focus.
- Establish metric layers and data governance standards across GTM platforms to maintain data integrity.
- Recommend strategies to improve CRM data quality and governance, including opportunity hygiene and stage definitions.
- Deliver rigorous business cases and scenario analyses for strategic leadership initiatives.
What you need
- Possesses 6 to 8 years of relevant experience in GTM Strategy, RevOps, BizOps, or Financial Planning & Analysis (FP&A) within a high-growth B2B SaaS or technology enterprise.
- Requires expert proficiency in multi-dimensional data modeling, scenario planning, and complex financial/operational logic using Excel or Google Sheets.
- Must have direct experience or a strong operational foundation with EPM platforms such as Pigment, Anaplan, Adaptive, or Workday Planning.
- A solid understanding of SaaS business metrics, including ARR, NRR, CAC, Ramped Capacity, and Win Rates is necessary.
- Demonstrates a solid understanding of Salesforce architecture, data schema, and data governance standards.
- SQL experience is considered a major plus for this position.
- The candidate must possess strong business acumen to translate complex analytical findings into clear strategic recommendations.
Nice to have
- Pigment certification or experience
Benefits
- Global remote work opportunities
Skills and tech stack
Questions candidates ask
What is the work arrangement for this role?
This is a full-time, hybrid role which requires working from the San Francisco or Arlington, VA office three days per week.
What is the expected compensation range?
The salary range for this Analyst position is listed between $128,400 and $160,500 USD.
What specific modeling tools are used?
The role requires expert proficiency in multi-dimensional data modeling using Excel/Google Sheets and direct experience with EPM platforms like Pigment.
What is the team structure?
The Analyst reports to the Senior Manager of Sales Strategy & GTM Ops.