Job Summary

As a Sales Capacity and Blueprint Planning Manager, this person will own and maintain the enterprise blueprint that defines the foundational relationship between sales roles, customer and market segmentation, coverage models, and organizational design. Translates the approved blueprint into annual capacity and productivity plans that align workforce investments with growth priorities, financial targets, and go-to-market strategy. Develops data-driven models, planning assumptions, and scenarios to determine required role capacity, hiring and deployment needs, productivity expectations, and timing by segment, geography, route to market, and sales motion. Partners cross-functionally with Sales Leadership, Finance, Human Resources, Revenue Operations, Strategy, and Data/Analytics to ensure the blueprint remains governed, scalable, and actionable throughout the annual planning cycle.

Job Requirements

Lead the end-to-end blueprint, capacity, and productivity planning process, ensuring key stakeholders across Sales, Finance, Human Resources, Business Operations, Strategy, and Data/Analytics are aligned on planning inputs, decisions, and execution. Core responsibilities include:

• Own and maintain the sales blueprint, including standardized sales roles, role definitions, reporting relationships, coverage ratios, customer and market segments, sales motions, and role-to-segment alignment.
• Establish blueprint governance, decision rights, documentation standards, and change-control processes to maintain a consistent source of truth across annual and in-year planning.
• Translate the approved blueprint and business strategy into annual capacity requirements by role, segment, geography, route to market, and sales motion.
• Build productivity models using historical performance, ramp profiles, attrition, tenure, seasonality, coverage, workload, pipeline, and market opportunity assumptions.
• Develop scenarios that quantify headcount needs, hiring timing, redeployment opportunities, capacity gaps, productivity improvements, and investment trade-offs.
• Reconcile capacity plans with revenue targets, expense guardrails, workforce plans, and approved financial assumptions.
• Partner with Sales and Finance leaders to align capacity recommendations with strategic priorities, growth expectations, productivity targets, and affordability.
• Define and maintain planning assumptions, methodologies, role taxonomies, productivity benchmarks, and model documentation to support transparent, repeatable decision-making.
• Create executive-ready analyses that explain capacity demand, supply, gaps, risks, sensitivities, and recommended actions.
• Monitor actual headcount, ramp, attrition, deployment, and productivity against plan; identify deviations and recommend corrective actions or forecast updates.
• Conduct in-year scenario planning for organizational changes, acquisitions, market shifts, new sales motions, or changes in investment levels.
• Partner with Human Resources and Talent Acquisition to translate approved capacity plans into hiring profiles, sequencing, and workforce actions.
• Collaborate with Data and Analytics teams to develop reliable datasets, dashboards, and sustainable planning tools that improve accuracy and reduce manual effort.
• Facilitate blueprint and capacity planning reviews, document decisions, manage dependencies, and drive closure of open actions across stakeholders.
• Continuously improve planning processes, model accuracy, data quality, controls, and stakeholder adoption through retrospectives and external benchmarking.
• Serve as a trusted advisor on the implications of role, segmentation, coverage, and productivity changes for organizational capacity and financial performance.

Qualifications

• Typically requires a minimum of 8 years of relevant experience in sales strategy, go-to-market planning, workforce planning, capacity planning, finance, or sales operations.
• Demonstrated experience developing sales capacity, productivity, headcount, or workforce models in a large, complex organization.
• Strong understanding of sales role design, customer and market segmentation, coverage models, sales motions, organizational structures, and annual planning processes.
• Advanced analytical and financial modeling skills, including scenario analysis, sensitivity analysis, forecasting, and reconciliation of operational plans to financial targets.
• Advanced Microsoft Excel and PowerPoint skills; experience with enterprise planning within Anaplan, business intelligence, or data visualization tools is preferred.
• Ability to synthesize complex analyses into concise, executive-ready insights and recommendations.
• Strong cross-functional leadership, stakeholder management, facilitation, and project management skills.
• Experience establishing governance, maintaining planning standards, and managing change across multiple business units, geographies, or sales channels.
• Detail-oriented, intellectually curious, and committed to improving data quality, model integrity, process efficiency, and decision transparency.