Revenue Strategy & Planning Analyst

GitHub, Inc.; Oregon; Hybrid; USD 90,000 - 130,000; Full time

Job summary

GitHub is seeking a Revenue Planning Analyst to shape account segmentation, territory creation, and quota formation across a large B2B base. You’ll influence how we cover customers, including GitHub Copilot adoption, while partnering with Sales, Finance, and Data Science on AI‑driven planning.

You will define criteria, test thresholds, and own end‑to‑end territory planning in Salesforce, ensuring data integrity and non‑duplicate coverage across thousands of accounts and millions in ARR.

Qualifications

• 5+ years in sales operations, analytics, or related fields.
• Bachelor’s degree in Business Admin, Marketing, Finance, Sales, Accounting, IS, or related field AND 3+ years in sales ops or analytics.
• Or equivalent experience.
• 3+ years in account segmentation, territory creation, and quota formation in a large B2B environment.
• 3+ years applying go-to-market coverage models and territory design.
• 3+ years with Salesforce account data, hierarchies, ownership, and segmentation; familiarity with AI tools like Copilot.

Responsibilities

• Define segmentation criteria and test thresholds before go‑live.
• Evaluate coverage models and assign roles and credits across customers.
• Diagnose growth gaps and recommend options.
• Create balanced territories using ARR, potential, and pipeline.
• Partner on handover cycles and own account assignment and analytics.
• Manage first-line handover and coverage disputes with precedent.
• Measure territory performance and inform future decisions.
• Oversee Salesforce account segmentation reviews end to end.
• Maintain segmentation thresholds and rules of engagement.
• Own territory planning in Salesforce SPM and protect data quality.
• Frame go‑to‑market questions and provide clear alternatives.
• Present recommendations to leadership and coordinate across functions.
• Use AI to speed planning while keeping human judgment.

Skills

Sales analytics

Territory planning

Go-to-market

Salesforce data

Data analysis

Cross-functional

Copilot / AI tools

Education

Bachelor's degree

Business / Finance / Marketing

Equivalent experience

Tools

Salesforce

Job description

GitHub is seeking a Revenue Planning Analyst to shape account segmentation, territory creation, and quota formation across a large B2B base. You’ll influence how we cover customers, including GitHub Copilot adoption, while partnering with Sales, Finance, and Data Science on AI‑driven planning.

You will define criteria, test thresholds, and own end‑to‑end territory planning in Salesforce, ensuring data integrity and non‑duplicate coverage across thousands of accounts and millions in ARR.