Analyst, Sales Strategy & GTM Planning
About this role
The day-to-day work for the Sales Strategy & GTM Planning Analyst involves serving as the analytical engine for the team's annual planning, sales capacity modeling, and strategic revenue initiatives. This role bridges high-level Go-to-Market decisions with the necessary analytical rigor and system execution required to support the global field teams. The analyst will be responsible for owning complex quantitative models, including territory design and quota allocation, and translating these models into scalable Go-to-Market architecture.
Key responsibilities center on fiscal year planning, building scenario models to analyze rep ramp times and productivity curves, and evolving the planning stack architecture to ensure real-time tracking of quotas and territories. Furthermore, this role involves designing data-driven account scoring models to optimize field team focus and establishing data governance standards across various GTM platforms. This position exists to ensure Planet can effectively scale its operations by providing the strategic framework needed to optimize revenue performance and field team effectiveness.
This role is best suited for an individual who thrives on analytical problem-solving and strategic thinking within a high-growth B2B SaaS or technology environment. The ideal candidate possesses the ability to manage complex operational logic, define clear metrics, and communicate intricate analytical findings into actionable strategic recommendations for leadership.
What you will do
- Partner with the team on annual capacity modeling, quota deployment, and territory carve-outs.
- Build scenario models to analyze representative ramp times, productivity curves, and coverage rules.
- Own and evolve multi-dimensional planning models within the Pigment platform for real-time tracking of quotas and territories.
- 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 CRM, EPM, and executive reporting systems.
- Recommend strategies to improve CRM data quality, such as 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 work 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.
- Demonstrates a solid understanding of Salesforce architecture, data schema, and general data governance standards.
- SQL experience is considered a major plus for data manipulation tasks.
- Requires a deep understanding of core SaaS business metrics like ARR, NRR, CAC, and Ramped Capacity.
- Must possess strong communication skills to distill complex analytical findings into clear strategic recommendations.
Nice to have
- Pigment certification or experience
Benefits
- Global company with employees working remotely worldwide
Skills and tech stack
Questions candidates ask
What is the remote work policy?
Planet is a global company with employees working remotely worldwide. Employees can join from offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.
What is the compensation range for this role?
The salary offered for this role is between $112,900 and $141,100 USD.
What is the primary technology stack used?
The role involves using Pigment for planning models, and proficiency in Excel or Google Sheets is required. There is also a need for a solid understanding of Salesforce architecture.
What is the team structure like?
The role reports to the Senior Manager of Sales Strategy & GTM Ops. The team is described as a mix of experts from a variety of domains.