The Revenue Planning & Capacity Lead owns the design, modeling, and ongoing integrity of revenue economics.

This role is responsible for ensuring that territory design, quota allocation, compensation mechanics, headcount planning, and productivity assumptions translate into predictable revenue performance across Direct, Channel, Solution Engineering, and Customer Experience teams.

This is not a systems administration role.

This is a revenue architecture and performance governance role.

You will operate at the center of planning, compensation alignment, and cross-functional connected planning.

1. Territory Design & Segmentation

·         Own annual and mid-year territory design across segments

·         Define segmentation frameworks (Enterprise, MM, Commercial, Channel, Geo)

·         Model account distribution and coverage sufficiency

·         Identify whitespace, overlap, and imbalance based on account potential

·         Ensure SE and CX alignment within territory constructs

Deliverable:

2. Quota Setting & Allocation

·         Own quota methodology and allocation logic

·         Translate company targets into segment-level quotas

·         Ensure quota fairness and attainment credibility

·         Model quota distribution scenarios before rollout

·         Quantify impact of mid-year adjustments

Deliverable:

3. Headcount & Capacity Planning

·         Own revenue capacity model (Sales, Channel, SE, CX)

·         Model hiring timing and ramp curves

·         Identify revenue-at-risk from attrition or ramp delays

·         Forecast productivity elasticity by segment

·         Monitor plan vs actual capacity drift

Deliverable:

4. Compensation Plan Administration

Administer compensation plan design across:

·         Direct Sales

·         Channel

·         Solution Engineering

·         Customer Experience

·         Translate compensation mechanics into modeled revenue impact

·         Ensure incentive alignment with company strategy

·         Conduct scenario analysis before comp rollout

·         Maintain compensation governance documentation

Deliverable:

5. Productivity Benchmarking

Establish and maintain productivity benchmarks by role:

·         ARR per rep

·         ARR per SE

·         Revenue per CX head

·         Track ramp performance

·         Identify structural underperformance vs model assumptions

·         Provide quarterly benchmark updates

Deliverable:

6. Connected Planning Leadership

Lead connected planning sessions with:

·         Finance

·         Sales Leadership

·         Channel

·         SE

·         CX

·         Ensure alignment between revenue targets, capacity, and compensation

·         Translate strategic changes into model updates

·         Facilitate planning tradeoff discussions

Deliverable:

7. Anaplan Ownership (Tool as Enabler)

·         Own Anaplan revenue planning model architecture

·         Improve automation and usability

·         Ensure alignment between planning model and CRM data

·         Maintain model governance and documentation

Important:

·         <5% variance between planned vs actual headcount assumptions

·         Forecast capacity variance identified at least 60 days early

·         Quota allocation disputes reduced materially

·         Planning cycle time reduced by 20–30%

·         Executive rework cycles decreased

·         Advanced financial and revenue modeling expertise

·         Strong Anaplan modeling experience

·         Advanced Excel / Google Sheets proficiency

·         Deep understanding of SaaS revenue mechanics

·         Experience supporting territory & quota planning cycles

·         Familiarity with compensation plan mechanics