Description
The Role Block is looking for a Director, Quota & Capacity Planning to build and lead quota, capacity, and headcount planning across Block's commercial sales organizations.
This role turns Finance-led growth targets into actionable commercial plans: what we ask each team to deliver, the seller capacity required, and where and when we hire.
Your scope spans first-party sales (SMB through enterprise and field), third-party and channel sales (reseller and independent contractor motions), advertising and media sales, and Account Management roles with variable compensation.
You will:
- Set the strategy, standards, and operating model for quota, capacity, and headcount planning across Block's commercial sales organizations.
- Oversee the methodologies, models, data, tooling requirements, and processes that translate Finance-led growth targets into executable commercial plans.
- Own the quota-setting framework for all commissionable roles, translating Finance-led targets into role- and team-level quota approaches.
- Own the hiring model for the commercial sales organization.
- Monitor actual productivity, participation and attainment, hiring progress, and productive capacity against plan.
- Lead scenario planning and executive decision-making around quota levels, overassignment, capacity gaps, role ratios, and investment tradeoffs.
- Serve as a trusted advisor to Sales and Finance leaders, translating growth goals and performance data into clear choices about quotas, capacity, role mix, hiring, and investment.
- Partner with Compensation Design to align quota decisions with incentive structures, intended seller behavior, attainment expectations, and compensation economics.
- Lead the cross-functional operating rhythm for quota, capacity, and headcount planning, aligning Sales leadership, Finance, Strategy & Operations, Recruiting, and People partners around shared assumptions and decisions.
You Have:
- 12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field, with significant depth in quota, capacity, and headcount planning.
- Demonstrated experience translating top-down financial targets into quota frameworks, capacity requirements, and hiring plans across a complex, multi-segment commercial organization.
- Deep knowledge of quota methodologies, productivity and capacity modeling, overassignment strategies, attainment distributions, and headcount planning.
- Experience supporting multiple go-to-market motions: direct sales, channel/reseller sales, and account management across new business, expansion, and retention.
- A track record of setting enterprise-wide standards and leading governed, scalable planning processes with clear assumptions, decision rights, controls, and executive operating rhythms.
- Strong quantitative judgment, executive presence, and cross-functional influence, with the ability to evaluate complex scenarios and translate analysis into clear investment recommendations.
- Fluency with systems such as Salesforce, Snowflake, Pigment, or Looker.