Revenue Planning Analyst

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.

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.

• 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

• • OR 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

• • OR 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

• • OR 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.