Vercel Strategy & Planning Lead in Revenue Operations responsible for building and maintaining GTM capacity models and quota-setting methodologies. Partner with leadership to translate revenue targets into headcount and quota plans.
Responsibilities
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.
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
Qualification
Strong track record building headcountHave worked in developer tools
Required
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
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
