Senior Director, Revenue Strategy, Planning & Analytics

About InvocaInvoca is the revenue execution and platform leader that helps marketing, commerce, and contact center teams turn every conversation into revenue. Through its AI agents, Invoca engages, qualifies, and converts customers across SMS and voice, orchestrating seamless buyer journeys and measurable, profitable growth. With over 300 employees, 2,000+ customers, and $100M in revenue, the company continues to lead the category it created. Invoca's AI vision centers on using trustworthy, first-party data to deliver intelligent, authentic, and empathetic AI - connecting digital and human experiences to build lasting customer relationships. Invoca has raised $184M from leading investors, including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.About the TeamOur Revenue Operations, Strategy and Enablement organization is designed as a unified, end-to-end revenue engine - aligning Strategy, Operations, Systems, and Enablement across the full customer lifecycle. We have eliminated traditional Sales, Marketing, and Customer Success Ops silos and replaced them with clear ownership across planning, execution, and infrastructure, with data and AI embedded as core capabilities within our GTM operating model.About the RoleWe're seeking a strategic, data-driven, and experienced Senior Director of Revenue Strategy, Planning & Analytics to lead a critical pillar within our Revenue Operations, Strategy and Enablement organization. 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, CS, and Marketing funnel insights), Deal Desk operations (strategic deal support, approvals, pricing enforcement), and AI-powered analytics innovation. This role plays a vital part in how we set targets, track progress, optimize GTM execution, and build the intelligence layer that drives operational excellence across the full customer lifecycle.This leader reports to the VP of Revenue Operations, Strategy & Enablement, and partners closely with leaders across Sales, CS, Marketing, Finance, and Legal.We're looking for a seasoned B2B SaaS leader who thrives in complexity, operates with clarity, builds for scale, and brings hands-on AI fluency to how they and their team work. This is a highly cross-functional role that touches everything from pipeline models and comp design to forecasting, board-level reporting, and AI-powered workflow automation.You WillRevenue Strategy, Planning & ForecastingLead end-to-end GTM planning processes across Sales and CS - including booking target setting, quota design, and headcount alignmentOwn forecast methodology and accountability frameworks for Sales and CS 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 GovernanceDesign and manage compensation plans for Sales and CS teams (AEs, AMs, SDRs, SEs, CSMs, TAMs, Services), 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/CS leadership on all comp plan and quota-related initiativesEnsure comp governance, incentive plan documentation, and performance measurement consistencyGTM Analytics & InsightsOversee analytics and reporting across the entire GTM motion: funnel conversion, sales productivity, and CS retention and 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 ExecutionLead 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 trendsAI Innovation & Workflow AutomationIndependently build, test, and deploy AI-powered workflows and automations across the analytics and planning functions - not just direct others to do soIdentify high-impact opportunities to replace manual, recurring analytical work with AI-powered agents and automated pipelinesPartner with Revenue Systems, Data & AI to embed AI tools into the planning and analytics tech stack, ensuring operational processes are built before systems are implementedDrive adoption of AI-powered tools across the team and with cross-functional stakeholders, measuring effectiveness and iterating continuouslyStay ahead of emerging AI capabilities relevant to RevOps, analytics, and GTM strategy - bring a clear point of view on what to build nextTeam Leadership & Cross-Functional AlignmentDirectly manage a high-impact team of individual contributors and future people leadersDrive alignment across leadership stakeholders to support seamless GTM executionEstablish operating rhythms for planning cycles, forecast reviews, and compensation cyclesYou Have12-15+ years of experience in Revenue Operations, GTM Strategy, or BizOps within high-growth B2B SaaSProven success leading strategic planning, comp/quota modeling, forecasting, and deal desk functions at scaleStrong cross-functional leadership skills, with a track record of aligning senior stakeholders across Sales, CS, Marketing, Finance, and LegalDeep understanding of the GTM funnel (Marketing > Sales > CS) and performance drivers across segmentsExceptional analytical ability - adept at scenario modeling, performance measurement, and business case developmentExecutive presence and communication skills - able to synthesize complexity into clarity and influence at all levelsHands-on experience with Salesforce, Clari, Tableau, Excel/Sheets; bonus if familiar with SFDC CPQ, compensation tools, and BI platformsProven experience building and managing high-performing, cross-functional teamsDeep analytical acumen and comfort navigating complex data across multiple systems (e.g., Salesforce, Clari, Tableau, Redshift, Databricks)Strategic thinker with strong operational chops - equally comfortable in the weeds and at the 30,000 ft levelStrong project management and prioritization skills in fast-paced, high-growth environmentsExperience building cross-functional operating rhythms (QBRs, forecast reviews, OKR check-ins, board reporting)Bias toward clarity, action, and continuous improvementHands-on AI fluency - able to independently build, test, and deploy AI-powered workflows and automations across analytics and planning functions; brings both a strategic point of view on where AI applies and the technical capability to prove it out themselvesLocation: This is a remote-first role. We are currently hiring in the following locations:United States: Greater Los Angeles Area (including Santa Barbara and San Diego) * SF Bay Area * Denver Metro * Austin Metro * Chicago Metro * Greater NYC Area * Seattle MetroCandidates must be based within ~2 hour drive of these areas. Occasional business travel may be required.Compensation, Benefits & PerksCompensationBase Salary: $175,000-$250,000*Variable Compensation: Bonus and/or commission eligibility, where applicable.Equity: All employees are invited to share in Invoca's success through our stock option program.*Actual compensation will depend on factors including experience, skills, and location.Benefits & PerksHealth & WellbeingDay-One Health Benefits - Medical, dental, and vision coverage begins on your first day of employment for U.S.-based teammates.Mental Wellbeing - Access to mental wellbeing support and an Employee Assistance Program (EAP).Wellness Subsidy - Reimbursement that can be applied toward gym memberships, fitness classes, and more.Time AwayFlexible Time Off - We encourage a healthy work-life balance. Our flexible paid time off policy gives you the flexibility to recharge and take time away when you need it.Paid Holidays - Invoca provides 20 U.S. paid holidays, including a winter break, giving you time to rest, recharge, and spend time with friends and family.Paid Family Leave - Up to 12 weeks of 100% paid leave for baby bonding, adoption, and caring for family members.*Paid Medical Leave - Up to 12 weeks of 100% paid leave for childbirth and medical needs.*Growth & CareerEnterprise-Grade AI Tools - Access to industry-leading enterprise AI tools, including leading LLMs and agentic AI workflow solutions to help you maximize productivity and work more effectively.Professional Development - Annual reimbursement of up to $1,000 per fiscal year to support learning, certifications, conferences, and other professional development opportunities.Financial Benefits401(k) - Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.*Recognition & CommunityRecognition Programs - We celebrate great work through company-wide and team recognition programs, including President's Club and quarterly and departmental awards recognizing innovation, execution, and customer impact.InVacation (Sabbatical) - As a thank-you to our long-term team members, we offer a sabbatical after seven years of service.*Some benefits may vary for teammates outside the U.S. based on local laws, regulations, and country-specific offerings.J-18808-Ljbffr Invoca