Senior Strategy & Planning Analyst

The Opportunity

Grafana's GTM organization is looking for a Senior Strategy & Planning Analyst reporting to our Manager of Strategy & Planning. You'll maintain and enhance our core planning and capacity models in Pigment, build analytics that measure GTM productivity, and provide the data foundation for workforce planning decisions. You'll interface with Data, Field Ops, and Finance teams to ensure our planning processes scale as the company grows. You're analytically rigorous but pragmatic. You understand that models support decisions but don't replace judgment. You value simple, durable solutions that scale without constant maintenance. You think critically about data—where it comes from, how it's captured, and whether it actually answers the question. You write clearly and communicate findings in ways that drive action. You're comfortable owning systems end-to-end: not just building them, but maintaining them, documenting them, and making them run on their own.

What you'll be doing:

Planning & Capacity Modeling:

• Own and enhance our core planning and capacity models in Pigment

• Maintain workforce planning infrastructure: headcount models, territory capacity, role-based productivity assumptions

• Build scalable, self-service planning processes that reduce manual coordination

• Document model logic, assumptions, and data flows to enable cross-functional understanding

GTM Productivity & Analytics:

• Define and measure capacity across all GTM teams: Sales, SE, CX, SDR, and Partners

• Analyze rep productivity metrics: deal cycle time, win rates, pipeline generation, attainment trends

• Build standard reporting on GTM performance to support planning decisions and operational targets

• Identify trends in productivity and capacity utilization to inform hiring and territory planning

Cross-Functional Partnership:

• Partner with Data team to identify gaps in reporting infrastructure and build scalable solutions

• Work with Field Ops team to translate operational needs into planning models and metrics

• Interface with Finance on headcount planning, quota attainment, and capacity forecasting

• Support Manager of Strategy & Planning on strategic questions from GTM leadership: market segmentation, vertical performance, pricing scenarios, territory adjustments

Building for scale:

• Document data models, business logic, and metric definitions so stakeholders can answer their own questions

• Translate analysis into clear, decision-oriented narratives for leadership—explain what's happening, why it matters, and what to do about it

What Makes You a Great Fit:

• 3+ years in strategy & operations, consulting, GTM analytics, workforce planning, or similar analytical role

• Strong SQL skills—you're comfortable writing queries, understanding data lineage, and debugging data quality issues

• Demonstrated modeling skills: workforce planning, capacity analysis, segmentation, scenario modeling

• Experience with planning or FP&A tools (Pigment, Anaplan, Adaptive, or similar)

• Clear communication skills—you can explain complex analysis in simple terms and tailor depth to your audience

• Familiarity with Sales or GTM organizations, including common metrics (rep productivity, pipeline coverage, capacity, quota attainment)

• Comfort with ambiguity—you identify the right questions, structure unstructured problems, and drive work autonomously

Bonus Points For:

• Experience with Grafana, Tableau, Looker, or similar BI tools

• Familiarity with Salesforce and GTM productivity tools (Outreach, Clari, People.ai)

• Exposure to sales methodologies (MEDDIC/MEDDPICC) and GTM planning processes

• Previous experience in open source or developer-focused SaaS companies

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is [Add Local Compensation up to the $92,000 - $115,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

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