Strategy and Planning Lead

About the role:

We are looking for a Strategy & Planning Lead to join our Revenue Operations team. In this role, you'll be a key partner to the Director of Sales Planning and Strategy, going deep on the analytical foundations that power how Vercel plans, staffs, and quotas its go-to-market organization. You'll own the models that translate revenue targets into headcount, ratios, and quota — and as Vercel completes its transition to a consumption-based revenue model, you'll help design how we set and ramp quotas in a usage-based world. This is a senior individual contributor role for someone who wants to build the analytical backbone of a fast-growing GTM org.

What you will do:

• Build and maintain Vercel's GTM capacity model — connecting headcount plans to attainment probability and revenue target coverage across Sales, SAs, BDRs, and other supporting roles
• Develop and operationalize the concept of a "minimum deployable unit" — the unit of supporting roles needed per rep/segment — and use it to inform hiring sequencing and investment scenarios
• Own ramp curve, attrition, and productivity assumptions by segment, and use them to model longer-term headcount and investment scenarios for leadership review
• Partner with the Director on quota-setting methodology, with particular focus on consumption-based quota design — how usage-based revenue signal translates into fair, attainable quota and ramp assumptions
• Support the "leading indicators back from quota" analysis — translating quota by segment into pipeline coverage requirements and activity benchmarks
• Build and maintain quarterly planning deliverables — quota-setting proposals, coverage model updates, and headcount recommendations
• Track plan vs. actual on headcount, capacity, and quota attainment throughout the year; flag divergence early and model the revenue impact
• Partner with Finance, Recruiting, and Data & Analytics to validate assumptions and ensure planning models are grounded in real data

About you:

• 6+ years of experience in revenue/sales operations, strategic finance, or a similar analytical GTM function at a high-growth SaaS company
• Strong track record building headcount, capacity, or ratio-based staffing models tied to revenue targets
• Experience with quota design and ramp modeling — ideally including consumption- or usage-based quota structures
• Excellent quantitative and modeling skills
• Comfortable operating with ambiguity — able to build a defensible model from incomplete data and clearly explain the assumptions behind it
• Strong written and verbal communication skills — able to translate complex modeling into clear recommendations for senior stakeholders
• A builder's mindset — you'd rather build the framework than run point on day-to-day execution

Bonus if you:

• Have direct experience with consumption-based or usage-based revenue models, especially quota and compensation design in that context
• Have worked in developer tools, infrastructure, or cloud platform companies
• Have a point of view on how automation or better tooling can improve planning and modeling workflows

The San Francisco, CA base pay range for this role is $175,000 - $205,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.

Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.