Strategy and Planning Lead
vercelMillbrae (CA)
About the role
Overview:
In this senior individual contributor role within Revenue Operations, you’ll build the analytical backbone for Vercel’s go-to-market planning. You will translate revenue targets into headcount, capacity, and quota, and design consumption-based quota frameworks as the company shifts to usage-based revenue. You’ll partner with leadership to shape planning, ramp, and investment scenarios, working closely with Finance, Recruiting, and Data & Analytics. This role combines rigorous modeling with cross-functional influence to enable scalable growth. Compensation / Benefits equity inclusive healthcare package mentorship and learning opportunities flexible time off WFH gear budget
Responsibilities:
Build and maintain the GTM capacity model linking headcount to revenue target coverage across Sales, SAs, BDRs, and supporting roles Operationalize the minimum deployable unit concept to inform hiring sequencing and investment scenarios Own ramp, attrition, and productivity assumptions by segment and model long-term headcount and investment scenarios Collaborate on quota-setting methodology with emphasis on consumption-based quota design and fair ramp assumptions Support leading indicators from quota analysis to pipeline coverage and activity benchmarks Create quarterly planning deliverables including quota-setting proposals, coverage models, and headcount recommendations Monitor plan vs. actual on headcount, capacity, and quota attainment; flag divergences and model impact Partner with Finance, Recruiting, and Data & Analytics to validate assumptions with real data
Key requirements:
6+ years in revenue/sales operations, strategic finance, or analytical GTM at a high-growth SaaS company Proven track record building headcount/capacity/ratio-based staffing models tied to revenue Experience with quota design and ramp modeling, preferably including consumption-based structures Strong quantitative and modeling skills Ability to operate with ambiguity and explain assumptions clearly Strong written and verbal communication skills for senior stakeholders Builder mindset focusing on framework development rather than day-to-day execution comfortable with ambiguity clear communicator proactive collaborator advanced quantitative modeling capacity and headcount modeling quota design and ramp modeling
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