Senior Director, Revenue Strategy, Planning & AI

Intapp•Palo Alto, CA

2d•Hybrid

About The Position

Revenue organizations don't run on instinct — they run on the operating systems built behind them. As Senior Director, Revenue Strategy, Planning and AI, you'll own that system at Intapp: the annual operating plan, forecasting discipline, territory and quota strategy, sales compensation design, and the AI adoption agenda that determines how our go-to-market organization performs at scale. Reporting to the Vice President of Revenue Operations, you'll serve as the strategic operating partner for a global Revenue organization serving more than 2,700 professional firms worldwide. This is a hands-on leadership role. You'll build multi-year revenue models, design commission structures, establish forecasting methodologies, and personally analyze the data that informs executive decisions — while also defining how Intapp Celeste and applied AI capabilities transform how Revenue operates. You'll need fluency in SQL, business intelligence platforms, and modern planning tools, combined with the executive presence to present recommendations to senior leadership and board-level audiences. Experience owning AOP, territory planning, quota methodology, and AI transformation in a high-growth SaaS environment is essential.

Requirements

Significant experience in Revenue Operations, Sales Operations, or Strategic Finance within a high-growth SaaS company, with a track record of owning AOP, territory and quota planning, forecasting strategy, and executive business reviews.
Proven experience designing and implementing sales compensation and commission structures that drive performance, align to business priorities, and evolve with organizational growth.
Demonstrated success leading AI transformation initiatives — evaluating, adopting, and scaling applied AI and automation tools across go-to-market organizations, with strong understanding of generative AI and predictive analytics in a Revenue context.
Strong analytical and technical capabilities, including hands-on experience with SQL, data modeling, and business intelligence platforms such as Tableau, Power BI, or Looker, with the ability to independently build reporting solutions and translate data into strategic recommendations.
Experience presenting strategic recommendations, planning scenarios, and business insights to senior leadership and board-level audiences, with the executive presence to influence decisions and drive cross-functional alignment across Sales, Customer Success, Finance, and IT.

Responsibilities

Lead the annual operating planning process for the global Revenue organization, developing multi-year growth models and aligning corporate objectives with go-to-market strategy, investment priorities, and resource allocation.
Own global territory strategy, account segmentation, quota planning, sales capacity planning, and forecasting governance across pipeline, bookings, revenue, renewals, and customer metrics.
Design and evolve sales compensation strategy and incentive plan structures, partnering with Sales Leadership, Finance, and HR to align seller behavior with company growth objectives across annual planning cycles.
Define and execute the Revenue Operations AI strategy — identifying, testing, and scaling applied AI solutions that improve forecasting accuracy, planning efficiency, seller productivity, and decision-making across the field organization.
Build and maintain the analytical models, KPI frameworks, dashboards, and executive reporting infrastructure that provide visibility into revenue performance, pipeline health, and operational effectiveness across Sales and Customer Success.