GitHub is the world’s leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.
Locations
In this role you can work from Remote, United States
Overview
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.
Responsibilities
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.
Qualifications
Required Qualifications:
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.
Preferred Qualifications:
Hands-on experience using AI tools such as GitHub Copilot etc. to speed up analytical workflows.
Experience with consumption or usage-based revenue models.
Experience with sales performance management (SPM) or territory management tooling.
Experience working with Finance on top-line alignment and with Compensation on plan exhibits.
Strong attention to detail and comfort with high-volume, detailed execution work (research, validation, documentation, and queue management) alongside model building.
Compensation Range
The base salary range for this job is USD $85,000.00 - USD $225,400.00 /Yr.
These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.
This position will be open for a minimum of 3 days, with applications accepted on an ongoing basis until the position is filled.
GitHub values
- Customer-obsessed
- Ship to learn
- Growth mindset
- Own the outcome
- Better together
- Diverse and inclusive
Manager fundamentals
- Model
- Coach
- Care
Leadership principles
- Create clarity
- Generate energy
- Deliver success
Who We Are
GitHub is the world’s leading AI-powered developer platform with 150 million developers and counting. We’re also home to the biggest open-source community on earth (and 99% of the world’s software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.
Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We’re remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.
Join us, and let’s change the world, together.
EEO Statement
GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!
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