GTM Strategy & Planning Lead — Quota & Capacity

Vercel Inc.; San Francisco, New York (CA, NY); Hybrid; USD 175,000 - 205,000; Full time

Benefits offered by this job

Equity

WFH budget

Flexible Time Off

Job summary

Vercel is seeking a Strategy & Planning Lead to join our Revenue Operations team in San Francisco. You’ll partner with the Director of Sales Planning and Strategy to build analytical foundations, model headcount to targets, and design quotas in a consumption-based revenue world.

This senior IC will own ramp curves, capacity models, and quarterly planning deliverables, working with Finance, Recruiting, and Data & Analytics.

Qualifications

• 6+ years in revenue/sales ops or analytical GTM roles at high-growth SaaS.
• Proven headcount/capacity planning tied to revenue targets.
• Experience with quota design and ramp modeling, incl. consumption-based quotas.
• Strong quantitative and modeling skills.
• Able to operate with ambiguity and clearly explain assumptions.
• Excellent written and verbal communication for senior stakeholders.
• Builder mindset; prefer framework creation over day-to-day execution.
• Experience with consumption-based revenue models; quota/compensation design.
• Experience in developer tools, infrastructure, or cloud platforms.
• Interest in automation/tools to improve planning workflows.
• Competitive compensation package including equity.
• Learn and Grow; mentorship and events.
• Flexible Time Off.
• WFH budget gear.

Responsibilities

• Build and maintain GTM capacity model linking headcount plans to attainment probability and revenue target coverage across Sales, SAs, BDRs, and other roles.
• Develop and operationalize the concept of a minimum deployable unit to inform hiring sequencing and investment scenarios.
• Own ramp curve, attrition, and productivity assumptions by segment for long-term headcount planning.
• Partner on quota-setting methodology with focus on consumption-based quotas.
• Support leading indicators back from quota to pipeline coverage and activity benchmarks.
• Build and maintain quarterly planning deliverables — quota-setting proposals and headcount recommendations.
• Track plan vs. actual on headcount, capacity, and quota attainment; flag divergences and model revenue impact.
• Collaborate with Finance, Recruiting, and Data & Analytics to validate assumptions.

Skills

Revenue operations

Headcount modeling

Quota design

Forecasting

Analytical modeling

Data analysis

Tools

Excel

SQL

Tableau/Power BI

Job description

Vercel is seeking a Strategy & Planning Lead to join our Revenue Operations team in San Francisco. You’ll partner with the Director of Sales Planning and Strategy to build analytical foundations, model headcount to targets, and design quotas in a consumption-based revenue world.

This senior IC will own ramp curves, capacity models, and quarterly planning deliverables, working with Finance, Recruiting, and Data & Analytics.