Vercel Verified

Developer Tools, Cloud Computing, Web Hosting, SaaS

Strategy and Planning Lead

San FranciscoHybridFull TimeLead$175,000–$205,000 /yrPosted 11 days ago

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Required skills

revenue targets
headcount
ratios
quota
consumption-based revenue model
usage-based world
go-to-market organization
sales
SAs
BDRs

Nice to have

automation
tooling
planning workflows
modeling workflows
infrastructure
developer tools

Role summary

Vercel is seeking a Strategy & Planning Lead for its Revenue Operations team. This senior individual contributor role will build the analytical foundation for the go-to-market organization, focusing on capacity modeling, headcount planning, and quota setting. The lead will develop models to translate revenue targets into headcount, ratios, and quota, with a specific emphasis on designing and implementing consumption-based quota structures. Responsibilities include owning ramp curves, attrition, and productivity assumptions, supporting quota-setting methodology, and tracking plan vs. actual performance. The ideal candidate has 6+ years of experience in revenue operations or strategic finance at a high-growth SaaS company, with strong quantitative and modeling skills.

About Vercel:

Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.

Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.

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

Benefits:

Competitive compensation package, including equity.

Inclusive Healthcare Package.

Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.

Flexible Time Off.

We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

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.

Disclosures:

Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data.

Equal Opportunity: 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.

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