About GitHub
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. Our Revenue Strategy & Planning team shapes how GitHub goes to market and turns growth ambition into a plan sellers can execute.
As a Revenue Planning Analyst, you will strategize and implement the decisions behind how GitHub covers its customers - account segmentation, coverage, territory creation - as part of our bi-annual planning cycles. Your value is in judgment: defining the criteria, weighing implications for customers, sellers, and the business, and knowing when to hold the line and when to make an exception. You will also own the account-level work that makes a plan real, across thousands of accounts and hundreds of millions in ARR.
You will join as GitHub's revenue shifts from seats to consumption and AI products like GitHub Copilot - raising new questions about how we segment, cover, and measure customers - on an AI-first planning team.
Responsibilities
Segmentation and coverage strategy
- Define and apply segmentation criteria - potential, ARR, usage and consumption signals, product mix, and complexity - and test thresholds before they go live.
- Evaluate coverage models and define roles, ownership, and crediting around the customer, including how to cover new products such as GitHub Copilot.
- Diagnose whether growth gaps stem from seller capacity or coverage design, and recommend options.
Territory and account planning
- Create balanced territories using account load, ARR, potential, whitespace, and pipeline, weighing balance against customer continuity and seller ramp.
- Partner with the Territory Planning Lead on the semiannual handover cycle, and own account assignment, account-movement analytics, and execution for your segments, with no ARR dropped or double-counted.
- Own first-line handover and coverage disputes: apply rules of engagement and precedent, decide when an exception is warranted, document the call, and escalate non-precedent cases with a recommendation.
- Measure how territories and coverage are performing, and use the results to sharpen the next set of decisions.
Account operations and data integrity
- Own routine Salesforce account segment, parent, and hierarchy reviews end to end: research, evidence validation, decision documentation, and queue management.
- Maintain segmentation thresholds, rules of engagement, and managed-book criteria, and recommend changes when they no longer fit the business.
- Serve as the operational owner of territory planning in Salesforce SPM, and protect account hierarchy and data quality across the system of record.
Decision-making, communication, and influence
- Frame ambiguous go-to-market questions, test options with scenario analysis alongside Data Science and Finance partners, and bring clear recommendations with trade-offs, implications, and decision criteria.
- Present recommendations to Sales and go-to-market leadership, build alignment across Sales, Finance, and Compensation, and own formal communication of segmentation and territory decisions to the field.
- Use AI to improve the speed and quality of planning decisions while keeping human judgment and data security at the center.
Qualifications
Required Qualifications:
- 5+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field
•
- OR Bachelor's Degree Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences or related field AND 3+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field
•
- OR equivalent experience.
- 3+ years experience strategizing and implementing account segmentation, territory creation, and quota formation as part of an annual planning cycle, ideally across a large account base in a B2B sales organization with multiple segments and regions.
- 3+ years experience applying go-to-market coverage models and segmentation, territory design, rules of engagement to shape customer coverage and seller behavior.
- 3+ years experience with Salesforce account data, including hierarchies, ownership, and segmentation. Analytical self-sufficiency with large account datasets in spreadsheets or BI tools, and hands-on use of AI tools such as GitHub Copilot in your day-to-day work.
Preferred Qualifications:
- Experience redesigning segmentation or coverage during a go-to-market change.
- Experience with consumption or usage-based revenue models and how they change segmentation, coverage, and quota.
- Experience with SPM or territory management tools.
- Track record of making go-to-market planning decisions - such as segment thresholds, account assignments, territory design, or coverage changes - and explaining the reasoning and trade-offs to Sales leaders.
- Ability to influence Sales leaders and cross-functional partners without authority, and to hold a well-reasoned position under pressure.
GitHub values
- Customer-obsessed
- Ship to learn
- Growth mindset
- Own the outcome
- Better together
- Diverse and inclusive
Manager fundamentals
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.
Equal Employment Opportunity
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! Segmentation and coverage strategy
- Define and apply segmentation criteria - potential, ARR, usage and consumption signals, product mix, and complexity - and test thresholds before they go live.
- Evaluate coverage models and define roles, ownership, and crediting around the customer, including how to cover new products such as GitHub Copilot.
- Diagnose whether growth gaps stem from seller capacity or coverage design, and recommend options.
Territory and account planning
- Create balanced territories using account load, ARR, potential, whitespace, and pipeline, weighing balance against customer continuity and seller ramp.
- Partner with the Territory Planning Lead on the semiannual handover cycle, and own account assignment, account-movement analytics, and execution for your segments, with no ARR dropped or double-counted.
- Own first-line handover and coverage disputes: apply rules of engagement and precedent, decide when an exception is warranted, document the call, and escalate non-precedent cases with a recommendation.
- Measure how territories and coverage are performing, and use the results to sharpen the next set of decisions.
Account operations and data integrity
- Own routine Salesforce account segment, parent, and hierarchy reviews end to end: research, evidence validation, decision documentation, and queue management.
- Maintain segmentation thresholds, rules of engagement, and managed-book criteria, and recommend changes when they no longer fit the business.
- Serve as the operational owner of territory planning in Salesforce SPM, and protect account hierarchy and data quality across the system of record.
Decision-making, communication, and influence
- Frame ambiguous go-to-market questions, test options with scenario analysis alongside Data Science and Finance partners, and bring clear recommendations with trade-offs, implications, and decision criteria.
- Present recommendations to Sales and go-to-market leadership, build alignment across Sales, Finance, and Compensation, and own formal communication of segmentation and territory decisions to the field.
- Use AI to improve the speed and quality of planning decisions while keeping human judgment and data security at the center.
Required Qualifications:
- 5+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field
•
- OR Bachelor's Degree Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences or related field AND 3+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field
•
- OR equivalent experience.
- 3+ years experience strategizing and implementing account segmentation, territory creation, and quota formation as part of an annual planning cycle, ideally across a large account base in a B2B sales organization with multiple segments and regions.
- 3+ years experience applying go-to-market coverage models and segmentation, territory design, rules of engagement to shape customer coverage and seller behavior.
- 3+ years experience with Salesforce account data, including hierarchies, ownership, and segmentation. Analytical self-sufficiency with large account datasets in spreadsheets or BI tools, and hands-on use of AI tools such as GitHub Copilot in your day-to-day work.
Preferred Qualifications:
- Experience redesigning segmentation or coverage during a go-to-market change.
- Experience with consumption or usage-based revenue models and how they change segmentation, coverage, and quota.
- Experience with SPM or territory management tools.
- Track record of making go-to-market planning decisions - such as segment thresholds, account assignments, territory design, or coverage changes - and explaining the reasoning and trade-offs to Sales leaders.
- Ability to influence Sales leaders and cross-functional partners without authority, and to hold a well-reasoned position under pressure.