Lead Sales Planning Analyst

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

We are seeking a Lead Sales Planning Analyst to support GTM Planning across territory management, quota operations, and capacity planning. This role partners with Sales teams to execute and maintain territory structures, quota targets, and staffing models aligned with company financial objectives.

This is an individual contributor role focused on operational execution, responsible for maintaining planning models, managing ongoing updates, and ensuring planning outputs are accurate, scalable, and effectively implemented across systems and processes. The role translates planning inputs into actionable outputs, supporting the successful rollout and ongoing management of territory and quota plans.

Key Responsibilities

Partner with Sales (Direct and Overlay) and Customer Success to support the execution and maintenance of territory, quota, and capacity plans aligned with company financial targets

Execute territory design outputs, including segmentation, account assignments, and coverage updates to maintain balanced and accurate book of business

Build, maintain, and update quota models based on approved capacity assumptions (headcount, ramp, productivity, 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 ongoing capacity tracking and coverage needs

Support TAM (Total Addressable Market) analysis and maintain underlying data to ensure accurate planning inputs

Monitor territory health, coverage efficiency, and capacity utilization; identify and escalate gaps or inconsistencies

Apply and enforce quota and territory policies (e.g., account ownership, renewals, opportunity splits) through day-to-day operations

Administer sales planning tools (Varicent) to support territory, quota, and capacity planning processes, including ongoing maintenance and updates

Execute testing, validation, and rollout of planning models and ensure data accuracy across outputs

Ensure planning outputs are correctly reflected in SFDC and downstream systems, and resolve discrepancies as needed

Own the operational execution of 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 ensure smooth execution of planning updates and changes

Support execution of annual and in-year GTM planning cycles with a focus on accuracy, timeliness, and operational readiness

Communicate updates, changes, and issues clearly to stakeholders, ensuring alignment and timely resolution

Qualifications and Skills

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

Experience with sales planning tools (e.g., Varicent) is a plus

Working knowledge of Salesforce CRM required

Experience with data visualization tools (e.g., 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

The base salary range across the U.S. for this role is between $122,6000-$183,900. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.

The base salary range across the U.S. for this role is between $122,6000-$183,900. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.