Strategy and Planning Lead
Vercel
175,000 - 205,000 / year
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Description
About Vercel:
Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.
Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.
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.
Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.
Disclosures:
- Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data.
- Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.
Benefits
- stock options
About this role
Vercel is hiring a Strategy and Planning Lead to build the analytical engine behind its go-to-market organization. You'd own the capacity models that translate revenue targets into headcount, quota, and staffing ratios across Sales, Solutions Architects, BDRs, and support functions. As the company transitions to a consumption-based revenue model, you'll design how quotas work in a usage-based world—a novel challenge that sits at the intersection of traditional sales operations and modern SaaS economics.
This is a senior individual contributor role reporting to the Director of Sales Planning and Strategy. Your core work involves building ramp curves, attrition assumptions, and productivity models by segment; developing the concept of a "minimum deployable unit" to guide hiring sequencing; and translating quota targets backward into pipeline coverage and activity benchmarks. You'll own quarterly planning deliverables, track plan versus actual throughout the year, and flag revenue risks early. The role demands strong quantitative modeling skills, comfort building defensible frameworks from incomplete data, and the ability to communicate complex analysis clearly to leadership.
You should have six or more years in revenue operations, strategic finance, or a similar analytical GTM function at a high-growth SaaS company, with direct experience building headcount or capacity models tied to revenue targets. Experience with quota design and ramp modeling—particularly in consumption or usage-based contexts—is expected. The role is based in San Francisco or New York City on a hybrid schedule, with a salary range of $175,000 to $205,000 plus equity and benefits.
How this employer is doing
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Pay for this role
$175,000 to $205,000 per year
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