Analyst, Sales Strategy & GTM Planning

Planet Labs PBC; San Francisco (CA); Hybrid; USD 128,000 - 161,000; Full time

Benefits offered by this job

Medical, Dental, Vision plans

HSA company contribution

Paid time off

Parental leave 16 weeks

Equity

Commuter benefits

Job summary

Planet Labs PBC is seeking a Sales Strategy Analyst to propel revenue strategy and GTM planning. You will build and refine complex models for territory design, quota allocation, and account scoring, partnering with the Sales Ops team to scale strategic GTM execution.

You will own planning models, drive data-driven decision making, and translate insights into actionable recommendations for global field teams.

Qualifications

• 6-8 years in GTM Strategy, RevOps, BizOps, or FP&A at a high-growth B2B SaaS or tech company.
• Advanced proficiency in multi-dimensional data modeling, scenario planning, and complex financial/operational logic in Excel/Google Sheets.
• Direct experience with planning systems (Pigment, Anaplan, Adaptive or Workday Planning); Pigment certification is a strong plus.
• Solid understanding of Salesforce architecture, data schema, and data governance; SQL a bonus.
• Strong business acumen in SaaS metrics such as ARR, NRR, CAC, and Win Rates.
• Ability to distill complex analytics into clear strategic GTM recommendations.

Responsibilities

• Lead annual capacity modeling, quota deployment, and territory carve-outs.
• Own multi-dimensional planning models and real-time tracking of quotas, territories, and headcount (Pigment focus).
• Design and maintain data-driven account scoring and segmentation to optimize field focus.
• Establish metric layers and data governance across GTM platforms for CRM, EPM, and executive reporting.
• Improve CRM data quality and governance with field teams to enhance data capture processes.
• Deliver rigorous ad-hoc analytics and business cases for GTM leadership.

Skills

GTM strategy

RevOps

Financial modeling

Excel/Google Sheets

Pigment/Anaplan

Salesforce data/CRM

Communication

Tools

Pigment

Anaplan

Adaptive

Workday Planning

Job description

Welcome to Planet. We believe in using space to help life on Earth.

Planet designs, builds, and operates the largest constellation of imaging satellites in history. This constellation delivers an unprecedented dataset of empirical information via a revolutionary cloud-based platform to authoritative figures in commercial, environmental, and humanitarian sectors. We are both a space company and data company all rolled into one.

Customers and users across the globe use Planet's data to develop new technologies, drive revenue, power research, and solve our world's toughest obstacles.

As we control every component of hardware design, manufacturing, data processing, and software engineering, our office is a truly inspiring mix of experts from a variety of domains.

We have a people-centric approach toward culture and community and we strive to iterate in a way that puts our team members first and prepares our company for growth. Join Planet and be a part of our mission to change the way people see the world.

Planet is a global company with employees working remotely world wide and joining us from offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.

About the Role

As we scale, we're looking for a high-impact, analytical, and strategic problem-solver to join our Rev Ops team as our Sales Strategy Analyst.

You'll bring analytical rigor and strategic thinking to solve high-priority business challenges, optimize revenue performance, and help shape our go-to-market strategy.

We are looking for an Analyst of Sales Strategy & GTM Planning to serve as the engine behind our annual planning, sales capacity modeling, and strategic revenue initiatives. Reporting to the Senior Manager of Sales Strategy & GTM Ops, you will bridge strategic GTM decisions with analytical and system execution.

You will own complex quantitative models-from territory design and quota allocation to account scoring algorithms-and translate them into scalable GTM architecture. While day-to-day tactical sales execution is managed by our Sales Ops team, your focus will be on the strategic framework that enables our global field teams to succeed.

This is a full-time, hybrid role which will require you to work from our San Francisco or Arlington, VA office 3 days per week.

Impact You'll Own

• Fiscal Year Planning & Modeling: Partner on annual capacity modeling, quota deployment, and territory carve-outs. Build scenario models analyzing rep ramp times, productivity curves, and coverage rules.
• Planning Stack Architecture (Pigment): Own and evolve our multi-dimensional planning models (in Pigment) to ensure automated, real-time tracking of quotas, territories, and headcount allocation.
• Account Scoring & Segmentation: Design, test, and maintain data-driven account scoring models and tiering frameworks to optimize field team focus and lead-to-account mapping.
• Data Governance & Metric Definitions: Establish metric layers and data governance standards across GTM platforms to ensure data integrity across CRM, EPM, and executive reporting.
• Recommend strategies to enhance CRM data quality and governance (e.g., opportunity hygiene, stage definitions, activity capture, account/contact integrity), and work with field teams to improve data capture processes.
• Strategic Ad-Hoc Analytics: Deliver rigorous business cases, scenario analyses, and data insights for strategic leadership initiatives across GTM leadership.

What You Bring

• Experience: 6-8 years of relevant work experience in GTM Strategy, RevOps, BizOps, or Financial Planning & Analysis (FP&A) at a high-growth B2B SaaS or technology enterprise.
• Advanced Modeling Skills: Expert proficiency in multi-dimensional data modeling, scenario planning, and complex financial/operational logic in Excel/Google Sheets.
• Dimensional Planning Systems: Direct experience (or strong operational foundation) in EPM platforms such as Pigment, Anaplan, Adaptive, or Workday Planning. (Pigment certification or experience is a strong plus, but willingness to master Pigment is required).
• Data & CRM Literacy: Solid understanding of Salesforce architecture, data schema, and data governance standards. SQL experience is a major plus.
• Business Acumen: Deep understanding of SaaS business metrics (ARR, NRR, CAC, Ramped Capacity, Win Rates).
• Communication: Ability to distill complex analytical findings into clear strategic recommendations for GTM leaders.

What Makes You Stand Out

• Prior experience implementing or managing models inside Pigment.
• Proven track record of owning annual quota and territory rollouts end-to-end.
• Background combining corporate strategy/consulting with hands-on systems administration.
• Solid FP&A background or Rev Ops background.

Application Deadline

11:45p / 23:45 PT on the date stated below. Applications are reviewed on a rolling basis. This posting may be removed earlier than projected if a suitable pool of applications has been received. For this reason, we recommend applying as soon as you are able to.

Benefits While Working at Planet

These offerings are dependent on employment type and geographical location, based upon applicable law or company policy.

• Comprehensive Medical, Dental, and Vision plans
• Health Savings Account (HSA) with a company contribution
• Generous Paid Time Off in addition to holidays and company-wide days off
• 16 Weeks of Paid Parental Leave
• Wellness Program and Employee Assistance Program (EAP)
• Home Office Reimbursement
• Monthly Phone and Internet Reimbursement
• Tuition Reimbursement and access to LinkedIn Learning
• Equity
• Commuter Benefits (if local to an office)
• Volunteering Paid Time Off

Compensation

The US base salary range for this full-time position at the commencement of employment is listed below. Additionally, this role might be eligible for discretionary short-term and long-term incentives (bonus and equity). The final salary range is determined by job related experience, skills and location. The range displays our typical hiring range for new hire salaries in US locations only. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. This role is eligible for commission.

San Francisco Salary Range $128,400 — $160,500 USD

San Francisco Fair Chance Ordinance

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

EEO statement

Planet is committed to building a community where everyone belongs and we invite people from all backgrounds to apply. Planet is an equal opportunity employer, and committed to providing employment opportunities regardless of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, pregnancy, childbirth and breastfeeding, age, sexual orientation, military or veteran status, or any other protected classification, in accordance with applicable federal, state, and local laws. Know Your Rights.

Accommodations

Planet is an inclusive community and we know that everyone has their own needs. If you have a disability or special need that requires accommodation during the hiring process, please reach out to [e-mail] or contact your recruiter with your request. Your message will be confidential and we will be happy to assist you.

AI in Our Interviewing Process

Planet is committed to providing an exceptional interview experience for all candidates. We currently use Metaview to better focus on candidates and less on trying to capture notes. As such, with the candidate's consent, select interviews may be recorded and include a "Planet AI Notetaker" for transcription and summarization purposes. Should an interview involve use of AI interview technologies, the candidate will receive notification and have the ability to opt out both in advance and/or real-time. Opting out will not affect one's candidacy.

Candidate AI Policy

Planet embraces Artificial Intelligence (AI) tools, and we encourage its responsible use. We understand that candidates may use various resources, including AI tools, to prepare for interviews and assessments. However, during any live interview stage or when actively completing assessments for this position, the use of AI tools-e.g. Large Language Models (LLMs), deep fake technology, etc.-is strictly prohibited unless explicitly prompted by an interviewer or assessment instructions. If you are unsure about acceptable use, please contact your recruiter for clarification. If an AI tool or similar technology is desired as an accommodation, please contact [e-mail] with your request for assistance. Your message will be confidential, and we will be happy to assist you. Violation of this policy may result in disqualification of your application.