Revenue Planning & Capacity Lead

Revenue Planning & Capacity Lead
Function: Revenue Operations
Role Overview
The Revenue Planning & Capacity Lead owns the design, modeling, and ongoing integrity of Dialpad’s revenue economics.
This role is responsible for ensuring that territory design, quota allocation, compensation mechanics, headcount planning, and productivity assumptions translate into predictable revenue performance across Direct, Channel, Solution Engineering, and Customer Experience teams.
This is not a systems administration role.
This is a revenue architecture and performance governance role.
You will operate at the center of planning, compensation alignment, and cross-functional connected planning.
Core Responsibilities
1. Territory Design & Segmentation
Own annual and mid-year territory design across segments
Define segmentation frameworks (Enterprise, MM, Commercial, Channel, Geo)
Model account distribution and coverage sufficiency
Identify whitespace, overlap, and imbalance based on account potential
Ensure SE and CX alignment within territory constructs
Deliverable:
Territories are intentional, balanced, and economically sound.
2. Quota Setting & Allocation
Own quota methodology and allocation logic
Translate company targets into segment-level quotas
Ensure quota fairness and attainment credibility
Model quota distribution scenarios before rollout
Quantify impact of mid-year adjustments
Deliverable:
Quotas are data-driven, defendable, and aligned to capacity reality.
3. Headcount & Capacity Planning
Own revenue capacity model (Sales, Channel, SE, CX)
Model hiring timing and ramp curves
Identify revenue-at-risk from attrition or ramp delays
Forecast productivity elasticity by segment
Monitor plan vs actual capacity drift
Deliverable:
Clear visibility into capacity sufficiency at all times.
4. Compensation Plan Administration
Administer compensation plan design across:
Direct Sales
Channel
Solution Engineering
Customer Experience
Translate compensation mechanics into modeled revenue impact
Ensure incentive alignment with company strategy
Conduct scenario analysis before comp rollout
Maintain compensation governance documentation
Deliverable:
Incentives reinforce strategy and do not distort behavior.
5. Productivity Benchmarking
Establish and maintain productivity benchmarks by role:
ARR per rep
ARR per SE
Revenue per CX head
Track ramp performance
Identify structural underperformance vs model assumptions
Provide quarterly benchmark updates
Deliverable:
Clear visibility into productivity, health and leverage points.
6. Connected Planning Leadership
Lead connected planning sessions with:
Finance
Sales Leadership
Channel
SE
CX
Ensure alignment between revenue targets, capacity, and compensation
Translate strategic changes into model updates
Facilitate planning tradeoff discussions
Deliverable:
Planning is integrated, not siloed.
7. Anaplan Ownership (Tool as Enabler)
Own Anaplan revenue planning model architecture
Improve automation and usability
Ensure alignment between planning model and CRM data
Maintain model governance and documentation
Important:
Anaplan is the tool. Revenue design is the job.
What This Role Is Not
Not a forecast execution role
Not pipeline inspection
Not CRM administration
Not a reactive reporting function
This role governs how revenue is structurally designed.
Success Profile
You will thrive in this role if you:
Think in revenue drivers, not spreadsheets
Understand SaaS economics deeply
Are comfortable modeling tradeoffs
Can defend your math in executive settings
Value rigor and consistency
Quantitative Indicators
<5% variance between planned vs actual headcount assumptions
Forecast capacity variance identified at least 60 days early
Quota allocation disputes reduced materially
Planning cycle time reduced by 20–30%
Executive rework cycles decreased
Required Skills
Advanced financial and revenue modeling expertise
Strong Anaplan modeling experience
Advanced Excel / Google Sheets proficiency
Deep understanding of SaaS revenue mechanics
Experience supporting territory & quota planning cycles
Familiarity with compensation plan mechanics
Preferred:
SQL familiarity
Multi-segment SaaS experience
Exposure to GTM comp structures

Work arrangement
Yes