Senior Director, Revenue Strategy, Planning and Analytics

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 300 employees, 2,000 customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists, including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

Our Revenue Operations team is the engine behind our go-to-market success: a cross-functional squad committed to tackling complex challenges head-on and accelerating business growth. We partner closely across Sales, Marketing, and Customer Success to streamline processes, implement innovative systems, and drive efficiencies. We thrive on collaboration, leaning on each other's expertise to figure it out, and we embrace extreme ownership, ensuring every project is delivered with accountability and excellence.

We're seeking a strategic, data-driven, and experienced Senior Director of Revenue Strategy, Planning & Analytics to lead a critical function within our Revenue Operations Center of Excellence. This role is responsible for aligning planning, performance, analytics, and deal execution across the entire revenue organization — Sales, Customer Success, and Marketing.

You'll serve as the senior leader for core revenue planning (forecasting, capacity modeling, quota setting, comp governance), cross-functional analytics (Sales, Customer Success, and Marketing funnel insights), and Deal Desk operations (strategic deal support, approvals, pricing enforcement). This role plays a vital part in how we set targets, track progress, optimize GTM execution, and drive operational excellence across the full customer lifecycle.

This leader will report to the VP of Revenue Operations, Strategy & Enablement, and partner closely with leaders across Sales, Customer Success, Marketing, Finance, and Legal.

We're looking for a seasoned B2B SaaS leader who thrives in complexity, operates with clarity, and builds for scale. This is a highly cross-functional role that touches everything from pipeline models and comp design to forecasting and board-level reporting.

• Revenue Strategy & Planning: Forecasting, capacity modeling, quota setting, and compensation governance for Sales & CS
  
  
• GTM Analytics & Insights: Strategic reporting and analysis across Marketing, Sales & CS performance (excluding campaign-level and attribution analytics)
  
  
• Deal Desk: Governance, approvals, pricing alignment, and non-standard deal support

• Lead end-to-end GTM planning processes across Sales and Customer Success — including booking target setting, quota design, and headcount alignment
  
  
• Own forecast methodology and accountability frameworks for Sales and Customer Success leadership, ensuring consistency across pipeline stages, forecast categories, and conversion logic
  
  
• Partner with Finance to align on revenue plan modeling, targets, and performance trends across segments and roles
  
  
• Drive annual planning and scenario modeling for revenue growth, territory structures, and compensation investment

• Design and manage compensation plans for Sales and Customer Success teams, including plan mechanics, modeling, SPIFFs, and OTE alignment
  
  
• Align quota-setting frameworks with booking targets and capacity assumptions across all GTM roles
  
  
• Serve as the bridge between RevOps, Finance, HR, and Sales/Customer Success leadership on all comp plan and quota-related initiatives
  
  
• Ensure comp governance, incentive plan documentation, and performance measurement consistency

• Oversee analytics and reporting across the entire GTM motion: funnel conversion, sales productivity, and CS retention/expansion performance
  
  
• Build and manage strategic dashboards, KPI scorecards, and performance metrics to inform decisions across Sales, CS, and Marketing leadership
  
  
• Deliver executive-ready insights for QBRs, board decks, and weekly business reviews
  
  
• Partner with BI and RevTech teams to maintain data hygiene, ensure consistency, and optimize self-serve reporting

• Lead the Deal Desk function, managing custom pricing, non-standard terms, discount governance, and quote-to-close execution
  
  
• Partner with Legal, Finance, and Sales leadership on deal structure, margin protection, and policy alignment
  
  
• Enforce deal policies and pricing guidelines while enabling deal velocity and competitive positioning
  
  
• Track and report on deal desk performance, policy exceptions, and margin trends

• Directly manage a high-impact team
  
  
• Drive alignment across leadership stakeholders to support seamless GTM execution
  
  
• Establish operating rhythms for planning cycles, forecast reviews, and compensation cycles

• 12 years of experience in Revenue Operations, GTM Strategy, BizOps, or FP&A roles within a high-growth B2B SaaS company
  
  
• 5 years of experience building and managing high-performing, cross-functional teams
  
  
• Strong cross-functional leadership skills, with a track record of aligning senior stakeholders across Sales, CS, Marketing, Finance, and Legal
  
  
• Deep understanding of the GTM funnel and performance drivers across segments
  
  
• Hands-on experience with Salesforce, Clari, Tableau, Excel/Sheets; bonus if familiar with SFDC CPQ, compensation tools, BI platforms
  
  
• Proven success leading strategic planning, comp/quota modeling, forecasting, and deal desk functions at scale
  
  
• Deep analytical acumen and comfort navigating complex data across multiple systems (e.g., Salesforce, Clari, Tableau, Redshift, etc.)
  
  
• Strong project management and prioritization skills in fast-paced, high-growth environments
  
  
• Experience building cross-functional operating rhythms (QBRs, forecast reviews, OKR check-ins, board reporting)
  
  

At Invoca, all new hires in the U.S. receive benefits starting on day one of employment. Our benefits offerings include:

Please note that benefits for teammates outside the U.S. may vary in accordance with their country's laws and regulations.

• Flexible Time Off – We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
• Paid Holidays – Invoca provides 16 U.S. paid holidays, including a winter break, giving you ample opportunity to refresh and spend time with friends and family.
• Health Benefits – Our healthcare program includes medical, dental, and vision coverage, with multiple plan options so you can choose what works best for you and your family. Fertility assistance is also included.
• Retirement – Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
• Stock Options – All employees are invited to share in Invoca's success through stock options.
• Mental Health Program– Well-being support on a broad range of issues is available through our SpringHealth program.
• Paid Family Leave – Up to 6 weeks of 100% paid leave is provided for baby bonding, adoption, and caring for family members.
• Paid Medical Leave – Up to 12 weeks of 100% paid leave is provided for childbirth and medical needs.
• InVacation – As a thank-you to our long-term team members, we offer a bonus after 7 years of service.
• Wellness Subsidy – We provide a subsidy that can be applied toward gym memberships, fitness classes, and more.
• Position Base Range - $160,000-$206,000, with bonus potential.

For employees outside the U.S., benefits may vary to ensure compliance with local laws and regulations. If you have any questions about Invoca's benefits offerings in your region, please reach out to our People Team.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

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