Director, Revenue Operations

Invoca

3d • Remote

About The Position

Invoca is seeking a highly operational, process-driven, and strategic Director of Revenue Operations to own end-to-end operational process and procedure design across their full revenue lifecycle. This role focuses on translating business needs into operational solutions, defining how the revenue engine runs, how teams collaborate, how workflows are governed, and how the customer journey is operationalized. The Director will partner with the Revenue Systems, Data & AI team to ensure operational requirements are translated into scalable system design and implementation. This role will manage a cross-functional team covering Marketing Ops, Sales Ops, Customer Success Ops, and Customer Education, with a personal focus on CS Ops process design. The position reports to the VP Revenue Operations, Strategy and Enablement and collaborates with Sales, Marketing, Customer Success, and Finance leadership.

Requirements

• 8–12+ years of experience in Revenue Operations, GTM operations, or closely related roles in B2B SaaS
• Proven track record designing and governing end-to-end GTM processes across Marketing, Sales, and Customer Success
• Deep understanding of the full revenue lifecycle and how operational process design drives GTM execution
• Experience translating business strategy into operational frameworks and procedures
• Strong partnership experience working with systems/technical teams to translate operational requirements into scalable implementations
• Experience managing and developing operational teams across multiple GTM functions
• Demonstrated ability to drive cross-functional alignment across Sales, Marketing, CS, and Finance
• Strong analytical mindset — able to use data and insights to inform process design and improvement
• Exceptional communication and stakeholder management skills across all levels of the organization
• Comfort operating in a fast-moving, high-growth environment where structure is built, not inherited
• Experience with modern GTM tech stacks (Salesforce, Marketo, Gainsight, Gong, Salesloft) and how system design intersects with operational process
• Hands-on AI fluency — able to independently build, test, and deploy AI-powered workflows and automations, not just evaluate or direct others to do so; brings both a strategic point of view on where AI applies and the technical capability to prove it out themselves

Responsibilities

• Own End-to-End Operational Process & Procedure: Design and govern GTM operational processes across the full revenue lifecycle — from the first Marketing touch through Customer Success retention.
• Define lifecycle stage definitions, entry/exit criteria, and cross-functional handoff standards, ensuring they are consistently applied and improved over time.
• Govern lead routing, account assignment, territory execution, and workflow design across all GTM functions.
• Own pipeline governance and inspection frameworks in partnership with the Revenue Strategy, Planning & Analytics pillar.
• Identify and systematically eliminate operational friction across the revenue lifecycle.
• Translate Business Needs into Operational Solutions: Act as the primary translator between business strategy and operational execution — defining not just what the goals are, but precisely how teams execute against them.
• Work directly with Sales, Marketing, and CS leadership to understand business needs and design the operational model to support them.
• Partner with Revenue Systems, Data & AI to translate operational requirements into scalable system design and implementation, ensuring what is defined operationally is accurately built into the tech stack.
• Build operational frameworks and documentation that scale with business growth and increasing organizational complexity.
• Ensure that AI and automation investments are grounded in sound operational process design, partnering with Revenue Systems, Data & AI on use case prioritization.
• Lead and Develop Your Team: Lead and develop Revenue Operations Managers covering Marketing Ops and Sales Ops, providing direction, coaching, and clear prioritization.
• Personally own CS Ops process design — including post-sale process optimization, customer health scoring logic, and customer lifecycle communications — as part of your end-to-end lifecycle remit.
• Oversee Customer Education alignment to lifecycle stages, partnering with instructional design and content managers to connect Academy learning pathways to operational lifecycle moments.
• Maintain content and tooling standard alignment between Customer Education and Revenue Training & Enablement.
• Drive Cross-Functional Alignment & Adoption: Serve as the operational liaison across Sales, Marketing, CS, and Finance leadership, representing the operational model and advocating for process integrity.
• Partner with Revenue Strategy, Planning & Analytics on territory execution, pipeline governance, and performance frameworks.
• Align operational workflow rollouts with Revenue Training & Enablement to ensure field readiness and adoption.
• Drive adoption of new processes and workflows across the GTM field, measuring effectiveness and iterating continuously.
• Continuously Improve the Revenue Engine: Bring a data-informed perspective to process improvement, leveraging analytics insights from the Revenue Strategy, Planning & Analytics pillar.
• Continuously evaluate operational processes for efficiency, scalability, and adoption across the field.
• Stay ahead of best practices in revenue operations and bring a clear point of view on how emerging tools and AI capabilities can be operationally embedded.

Benefits

• Flexible Time Off
• 20 U.S. paid holidays, including a winter break
• Medical, dental, and vision coverage
• Fertility assistance
• 401(k) plan through Fidelity with a company match of up to 4%
• Stock Options
• Mental Health Program (SpringHealth)
• Up to 12 weeks of 100% paid leave for baby bonding, adoption, and caring for family members (Paid Family Leave)
• Up to 12 weeks of 100% paid leave for childbirth and medical needs (Paid Medical Leave)
• Bonus after 7 years of service (InVacation)
• Wellness Subsidy (for gym memberships, fitness classes, etc.)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed