Director, Quota & Capacity Planning - Remote

Block, Inc.

San Francisco (CA)

On-site

USD 218,000 - 327,000

Full time

19 hours ago

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Job summary

Block, Inc. is seeking a Director of Quota & Capacity Planning to build and lead quota, capacity, and headcount planning across Block’s commercial sales organizations. This role translates Finance-led growth targets into actionable commercial plans and hiring needs.

You will own the hiring model, monitor productivity and attainment, lead scenario planning, and advise Sales and Finance on investments. The position reports to the Head of Revenue Strategy & Planning within Revenue and spans SMB to

Qualifications

12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field, with significant depth in quota, capacity, and headcount planning.
Demonstrated experience translating top-down financial targets into quota frameworks, capacity requirements, and hiring plans across a complex, multi-segment commercial organization.
Deep knowledge of quota methodologies, productivity and capacity modeling, overassignment strategies, attainment distributions, and headcount planning.
Experience supporting multiple go-to-market motions: direct sales, channel/reseller sales, and account management across new business, expansion, and retention.
A track record of setting enterprise-wide standards and leading governed, scalable planning processes with clear assumptions, decision rights, controls, and executive operating rhythms.
Fluency with systems such as Salesforce, Snowflake, Pigment, or Looker.

Responsibilities

Set the strategy, standards, and operating model for quota, capacity, and headcount planning across Block’s commercial sales organizations.
Oversee the methodologies, models, data, tooling requirements, and processes that translate Finance-led growth targets into executable commercial plans.
Own the quota-setting framework for all commissionable roles, translating Finance-led targets into role- and team-level quota approaches.
Build differentiated methodologies that account for market potential, pipeline or run rate, book size, observed productivity, expected participation and attainment, product mix, and route to market.
Own the hiring model for the commercial sales organization. Define role mix, headcount requirements, hiring timing, and productive capacity using agreed ramp, attrition, productivity, and support-ratio assumptions.
Partner with Recruiting to turn requirements into execution.
Monitor actual productivity, participation and attainment, hiring progress, and productive capacity against plan.
Identify where assumptions or outcomes are diverging and assess the implications for quota coverage, headcount, and investment.
Lead scenario planning and executive decision-making around quota levels, overassignment, capacity gaps, role ratios, and investment tradeoffs.
Shape recommendations on where Block should add, redirect, or reduce commercial investment to achieve Finance-led growth targets.
Serve as a trusted advisor to Sales and Finance leaders, translating growth goals and performance data into clear choices about quotas, capacity, role mix, hiring, and investment.
Partner with Compensation Design to align quota decisions with incentive structures, intended seller behavior, attainment expectations, and compensation economics.
Lead the cross-functional operating rhythm for quota, capacity, and headcount planning, aligning Sales leadership, Finance, Strategy & Operations, Recruiting, and People partners around shared assumptions and decisions.