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.
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.
Scope of Ownership :
- 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
Revenue Strategy, Planning & Forecasting :
Lead end-to-end GTM planning processes across Sales and Customer Success including booking target setting, quota design, and headcount alignmentOwn forecast methodology and accountability frameworks for Sales and Customer Success leadership, ensuring consistency across pipeline stages, forecast categories, and conversion logicPartner with Finance to align on revenue plan modeling, targets, and performance trends across segments and rolesDrive annual planning and scenario modeling for revenue growth, territory structures, and compensation investmentCompensation & Quota Governance :
Design and manage compensation plans for Sales and Customer Success teams, including plan mechanics, modeling, SPIFFs, and OTE alignmentAlign quota-setting frameworks with booking targets and capacity assumptions across all GTM rolesServe as the bridge between RevOps, Finance, HR, and Sales / Customer Success leadership on all comp plan and quota-related initiativesEnsure comp governance, incentive plan documentation, and performance measurement consistencyGTM Analytics & Insights :
Oversee analytics and reporting across the entire GTM motion : funnel conversion, sales productivity, and CS retention / expansion performanceBuild and manage strategic dashboards, KPI scorecards, and performance metrics to inform decisions across Sales, CS, and Marketing leadershipDeliver executive-ready insights for QBRs, board decks, and weekly business reviewsPartner with BI and RevTech teams to maintain data hygiene, ensure consistency, and optimize self-serve reportingDeal Desk & Strategic Deal Execution :
Lead the Deal Desk function, managing custom pricing, non-standard terms, discount governance, and quote-to-close executionPartner with Legal, Finance, and Sales leadership on deal structure, margin protection, and policy alignmentEnforce deal policies and pricing guidelines while enabling deal velocity and competitive positioningTrack and report on deal desk performance, policy exceptions, and margin trendsTeam Leadership & Cross-Functional Alignment :
Directly manage a high-impact teamDrive alignment across leadership stakeholders to support seamless GTM executionEstablish operating rhythms for planning cycles, forecast reviews, and compensation cyclesYou Have :
12+ years of experience in Revenue Operations, GTM Strategy, BizOps, or FP&A roles within a high-growth B2B SaaS company5+ years of experience building and managing high-performing, cross-functional teamsStrong cross-functional leadership skills, with a track record of aligning senior stakeholders across Sales, CS, Marketing, Finance, and LegalDeep understanding of the GTM funnel and performance drivers across segmentsHands-on experience with Salesforce, Clari, Tableau, Excel / Sheets; bonus if familiar with SFDC CPQ, compensation tools, BI platformsProven success leading strategic planning, comp / quota modeling, forecasting, and deal desk functions at scaleDeep 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 environmentsExperience building cross-functional operating rhythms (QBRs, forecast reviews, OKR check-ins, board reporting)Salary, Benefits & Perks :
At Invoca, all new hires in the U.S. receive benefits starting on day one of employment. Our benefits offerings include :
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.
