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 aLeadSales Planning Analyst to support GTM Planning across territory management quota operations and capacity planning. This role partners with Sales teams to execute andmaintainterritory structures quota targets and staffing models aligned with company financialobjectives.

This is an individual contributor role focused on operational execution responsible formaintainingplanning models managing ongoing updates and ensuring planning outputs areaccurate 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 tomaintainbalanced andaccuratebook of business

• Buildmaintain 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 andmaintainunderlying data to ensureaccurateplanning inputs

• Monitor territory health coverage efficiency and capacityutilization;identifyand 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 andRevOpsto 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 andtimelyresolution

Qualifications and Skills

• Bachelors degree in business administration Finance Economics or a related field

• 8years of experience in sales planning territory management quota operations or related roles

• Advancedproficiencyin Excel and data analysis tools

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

• Working knowledge of Salesforce CRMrequired

• 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 $1226000-$183900. 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.

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race color national origin religion sex gender identity or expression age disability sexual orientation veteran or military service status or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.