GitHub is looking for a foundational builder to join our Revenue Operations team as a Workforce Planner. This is a greenfield opportunity to be the architect of our revenue workforce strategy from the ground up. As an individual contributor, you will be the subject matter expert responsible for creating the models, frameworks, and strategic recommendations that determine how we invest in and deploy our most valuable asset: our people.

You will partner directly with leaders in Sales, Finance, and HR to translate our company's ambitious growth targets into a sophisticated, data-driven headcount plan. This role is pivotal in ensuring we have the right people in the right roles at the right time to capture market share and drive revenue growth. Your work will directly influence territory design, resource allocation, and our overall go-to-market strategy.

• Strategic Headcount Modeling: Develop and own the end-to-end workforce planning model for the entire GitHub Revenue organization. This includes building capacity, productivity, and cost models from scratch to inform our annual and long-range planning cycles.
• Territory and Resource Planning: Design and propose data-backed recommendations for sales territory structures, quota allocation, and resource deployment. Your analysis will ensure we have equitable and optimized patches for our sales teams.
• Market Deployable Units (MDUs): Define, calculate, and champion the concept of MDUs as the core framework for our headcount investment strategy. You will analyze market conditions—including total addressable market (TAM), competitive pressures, and growth indicators—to propose where and when we should deploy resources for maximum impact.
• Investment Strategy & Scenario Analysis: Create and present proposals on resource investment strategies to leadership. You will model various scenarios to assess the potential ROI and risk of different headcount deployment options (e.g., investing in new markets, specializing sales roles, or expanding customer success).
• Cross-Functional Partnership: Act as the strategic analytics partner to Sales Leadership, Finance, and HR. You will be the go-to expert for all questions related to GTM headcount, capacity, and productivity, ensuring alignment across the organization.
• Reporting & Insights: Develop dashboards and reports to track key workforce metrics, including hiring progress, attrition, time-to-ramp, and sales productivity. You will deliver regular insights and progress updates to the revenue leadership team.

Required Qualifications:

• 5+ years experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
  • OR Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 3+ years experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
  • OR Master's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 1+ year(s) experience in marketing, strategy, sales, program management, project management, business planning, consulting, finance, finance planning, economics, and/or partner organization, or a related field
  • OR equivalent experience.
• 5+ years experience in Near-Term Strategy (2 years out), business planning, marketing, strategy, sales, or finance.

Preferred Qualifications:

• Experience in building complex, scalable financial and operational models from the ground up using Excel and Google Sheets to derive actionable insights from complex data.
• Deep understanding of B2B SaaS sales motions and metrics, with a demonstrated ability to translate high-level business goals into a detailed, operational headcount plan.
• Exceptional analytical and communication skills with experience presenting to and influencing senior leadership
• Hands-on experience with dedicated planning software like Anaplan, Adaptive Insights, or Pigment.
• Proficiency in data analysis and visualization using tools such as SQL, Tableau, or Power BI.
• Strong knowledge of core SaaS metrics (e.g., ARR, NRR) applied within a hybrid Product-Led Growth (PLG) and enterprise sales model.

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success