Job Opportunities API

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 s