Rachel was a Senior Director of Sales Operations at Snowflake; she joined as an individual contributor when Snowflake had 30 quota-carrying AEs and grew with the company to 400+ AEs to become a leader in the 30+ person sales ops organization. She previously held sales operations roles at Sumo Logic and Salesforce, and is now on the Advisory Board of Clarus Designs, a consulting firm focused on sales and marketing operational efficiency. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.