Senior Director, Revenue Strategy, Planning and Analytics

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October 24

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Invoca

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Artificial Intelligence • B2B • Telecommunications

Invoca is a leading provider of a revenue execution platform designed to help marketing, sales, and contact centers drive more revenue. They specialize in call tracking, artificial intelligence, and interaction management to optimize revenue growth. Their innovative platform connects marketing investments directly to offline sales through AI capabilities, offering detailed insights into buyer behavior from calls. Invoca supports a wide range of industries including automotive, financial services, healthcare, home services, insurance, retail, telecom, and travel & hospitality. The company is recognized for helping businesses optimize ad spend and improve campaign performance through full attribution for every call.

201 - 500 employees

Founded 2012

🤖 Artificial Intelligence

🤝 B2B

📡 Telecommunications

📋 Description

• 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

🎯 Requirements

• 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)

🏖️ Benefits

• 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.