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Lead Sales Planning Analyst

5 hours, 40 minutes ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
DevSecOps Salesforce Tableau
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Black Duck Inn

Black Duck Inn

Black Duck Inn provides application security testing tools and services designed to help organizations build high-quality, secure software, and is recognized as a leader in the AppSec industry by Gartner and Forrester.

Internet Software & Services
1K-5K
Founded 2002
$2M raised
View All Jobs 8

Description

  • Partner with Sales (Direct and Overlay) and Customer Success to execute and maintain territory, quota, and capacity plans aligned with financial targets.
  • Execute territory design outputs, including segmentation, account assignments, and coverage updates, to maintain a balanced and accurate book of business.
  • Build, maintain, and update quota models based on approved capacity assumptions such as headcount, ramp, productivity, and market opportunity.
  • Manage ongoing quota updates driven by new hires, attrition, territory changes, and in-year business adjustments.
  • Maintain headcount and productivity models to support capacity tracking and coverage needs.
  • Support TAM analysis and maintain underlying data to ensure accurate planning inputs.
  • Monitor territory health, coverage efficiency, and capacity utilization, and escalate gaps or inconsistencies.
  • Apply and enforce quota and territory policies such as account ownership, renewals, and opportunity splits.
  • Administer sales planning tools, including Varicent, to support territory, quota, and capacity planning processes.
  • Execute testing, validation, and rollout of planning models, and ensure data accuracy across outputs.
  • Ensure planning outputs are reflected correctly in Salesforce (SFDC) and downstream systems, resolving discrepancies as needed.
  • Own fiscal year transition activities, including territory and quota rollout, data validation, system updates, and issue resolution.
  • Coordinate with Sales, Finance, HR, Marketing, and RevOps to support smooth execution of planning updates and changes.
  • Support annual and in-year GTM planning cycles with a focus on accuracy, timeliness, and operational readiness.
  • Communicate updates, changes, and issues clearly to stakeholders to maintain alignment and timely resolution.

Requirements

  • Bachelor’s degree in business administration, Finance, Economics, or a related field.
  • 8+ years of experience in sales planning, territory management, quota operations, or related roles.
  • Advanced proficiency in Excel and data analysis tools.
  • Working knowledge of Salesforce CRM is required.
  • Experience with sales planning tools such as Varicent is a plus.
  • Experience with data visualization tools such as Tableau is a plus.
  • Strong analytical skills with experience in data analysis and modeling.
  • Effective communication skills with the ability to present insights to both technical and non-technical audiences.
  • Ability to collaborate cross-functionally with diverse teams and stakeholders.
  • Strong problem-solving skills and attention to detail.
  • Highly organized with a focus on accuracy and data integrity.

Benefits

  • Base salary range of $122,600 to $183,900 USD.
  • Eligibility for a bonus.
  • Competitive total rewards package.
  • Equal opportunity employer with reasonable accommodations for individuals with disabilities.

Interested in this position?

Apply directly on the company website

Apply Now

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