Revenue Planning Analyst

GitHub; United States; Remote; USD 85,000 - 225,000; Full time

Job summary

GitHub is seeking a Revenue Planning Analyst to drive quota and territory planning for a global sales organization. You will build quota models, manage account segmentation in Salesforce, and ensure data integrity while supporting a shift toward consumption-based revenue.

The role blends hands-on data work with strategic analysis, offering opportunities to apply AI tools like Copilot to streamline planning and reporting.

Qualifications

• Bachelor's degree required in business, marketing, finance, engineering, or related field with 3+ years in related roles.
• Master's degree with 1+ year relevant experience required; MBA preferred.
• Equivalent experience accepted in lieu of degree where applicable.

Responsibilities

• Own end-to-end note: account segment, parent, and hierarchy reviews; validate evidence and document decisions.
• Lead semiannual account handover cycle through segmentation rules and analytics; manage execution.
• Maintain data quality and hierarchy in Salesforce; serve as operational owner of Salesforce planning tool (SPM).
• Develop quota and territory analytics; create baseline, over-assignment, and distribution models.
• Build consumption/UBB quota models for AI products; align with leadership policy.
• Perform planning-cycle analytics for annual operating plan and H2 updates; flag risks early.
• Automate recurring work and explore AI-assisted tooling to speed up processes.

Skills

SQL

Advanced spreadsheet modeling

Data analysis

Territory design

Account segmentation

Quota setting

Attention to detail

Education

Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field

Master's Degree in Business Administration, Marketing, Finance, Engineering, or related field

Equivalent experience

Tools

Salesforce

SPM (Sales Planning / Salesforce Planning Tool)

GitHub Copilot (AI tools)

Job description

Revenue Planning Analyst

United States

Revenue Operations & Enablement

Individual Contributor

Full Time

Job Description

About GitHub

GitHub is the world’s leading platform for agentic software development - powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

Locations

In this role you can work from Remote, United States

Overview

GitHub is the home for all developers, and our Revenue Strategy & Planning team is the central brain of the go-to-market engine. We build the models the business runs on - territory, segmentation, quota, and capacity - and we translate growth ambition into a plan that sellers can actually execute.

We are hiring a Revenue Planning Analyst to be the hands‑on analytical and execution engine behind account, territory, and quota planning. You will build quota and coverage models from raw data, run the analytics behind our semiannual account handover cycle, and own the routine execution that keeps account segmentation and hierarchy accurate in Salesforce - the mechanics that move thousands of accounts and hundreds of millions in ARR across a global field organization twice a year.

You will own the models, analysis, and day‑to‑day execution that bring the plan to life, and shape outcomes through clear, data‑backed recommendations.

This is a hands‑on builder and operator role. You will spend real time building and analyzing, and real time rolling up your sleeves on detailed, account‑level execution. The right person is excited by both.

You will do this at a moment of genuine change: GitHub’s revenue is shifting from seat‑based licensing toward consumption and usage‑based billing. We are also an AI‑first planning team - we use GitHub Copilot and agentic workflows to build, test, and run our models - and you will have room to bring those tools into your own work.

Responsibilities

Account and territory planning execution

• Own routine Salesforce account segment, parent, and hierarchy reviews end to end: research the account, validate the evidence, apply established rules and precedent, document the decision, and manage the review queue.
• Identify complex or non‑precedent cases and work them through with the Territory Planning Lead, backed by a clear, documented recommendation.
• Partner with the Territory Planning Lead on the semiannual account handover cycle: apply segmentation rules, run account‑movement analytics, and own execution for assigned segments across a global, multi‑segment sales organization.
• Own the data and analysis behind handover and coverage decisions, and partner with the Territory Planning Lead to align on them with Sales leaders.
• Own the analysis behind rules of engagement, segment thresholds, and managed‑book criteria, and partner with the Territory Planning Lead on how they are set and updated.
• Maintain account hierarchy and data quality in Salesforce as the foundation of accurate territory design.
• Serve as the operational owner of the Salesforce planning tool (SPM) for territory planning - the post‑launch queue, effective‑dated approvals, and auditability of the system of record.

Quota analysis and audit

• Build and maintain the quota‑setting models: baseline, over‑assignment, and segment‑level distribution.
• Build and maintain consumption and usage‑based (UBB) quota models, including for AI products such as Copilot, in line with the methodology and policy set by leadership.
• Run the quota audit model, flagging outliers against prior performance, segment average, account load, and pipeline before quotas ship.
• Reconcile model outputs with Finance top‑line targets and with Compensation plan exhibits and upload templates.
• Keep models explainable and auditable for sales leaders, Finance, and Compensation.

Planning cycle and analysis

• Deliver quota and territory‑analytics milestones within the integrated planning timeline, including the annual operating plan and the H2 update. Flag risks early.
• Deliver ad hoc analysis, including scenario and sensitivity modeling, on plan, quota, and territory questions, with clear, data‑backed recommendations.
• Find ways to automate and speed up recurring work, including with AI‑assisted tooling where it fits.

Qualifications

Required Qualifications

• 5+ years experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 3+ years experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
• Master's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 1+ year(s) experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
• equivalent experience.
• 5+ years experience in Near-Term Strategy (2 years out), business planning, marketing, strategy, sales, or finance.
• Demonstrated ability to build models from raw data. Advanced spreadsheet modeling or SQL.
• Working knowledge of Salesforce account data, including account hierarchies, ownership, and segmentation fields. Hands‑on experience with territory design, account segmentation, quota setting, or a combination, in a segmented, multi‑region go‑to‑market organization.

Preferred Qualifications

• Hands‑on experience using AI tools such as GitHub Copilot etc. to speed up analytical workflows.
• Experience with consumption or usage‑based revenue models.
• Experience with sales performance management (SPM) or territory management tooling.
• Experience working with Finance on top‑line alignment and with Compensation on plan exhibits.
• Strong attention to detail and comfort with high‑volume, detailed execution work (research, validation, documentation, and queue management) alongside model building.

Compensation Range

The base salary range for this job is USD $85,000.00 - USD $225,400.00 /Yr.