Senior Director, Revenue Strategy, Planning & Analytics

Invoca•Los Angeles, CA

1d•$175,000 - $250,000•Remote

About The Position

We'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.

Requirements

12-15+ years of experience in Revenue Operations, GTM Strategy, or BizOps within high-growth B2B SaaS
Proven success leading strategic planning, comp/quota modeling, forecasting, and deal desk functions at scale
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 (Marketing > Sales > CS) and performance drivers across segments
Exceptional analytical ability - adept at scenario modeling, performance measurement, and business case development
Executive presence and communication skills - able to synthesize complexity into clarity and influence at all levels
Hands-on experience with Salesforce, Clari, Tableau, Excel/Sheets; bonus if familiar with SFDC CPQ, compensation tools, and BI platforms
Proven experience building and managing high-performing, cross-functional teams
Deep 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 level
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)
Bias toward clarity, action, and continuous improvement
Hands-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 themselves

Nice To Haves

bonus if familiar with SFDC CPQ, compensation tools, and BI platforms

Responsibilities

Lead end-to-end GTM planning processes across Sales and CS - including booking target setting, quota design, and headcount alignment
Own forecast methodology and accountability frameworks for Sales and CS 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 CS teams (AEs, AMs, SDRs, SEs, CSMs, TAMs, Services), 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/CS 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 and 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
Independently build, test, and deploy AI-powered workflows and automations across the analytics and planning functions - not just direct others to do so
Identify high-impact opportunities to replace manual, recurring analytical work with AI-powered agents and automated pipelines
Partner with Revenue Systems, Data & AI to embed AI tools into the planning and analytics tech stack, ensuring operational processes are built before systems are implemented
Drive adoption of AI-powered tools across the team and with cross-functional stakeholders, measuring effectiveness and iterating continuously
Stay ahead of emerging AI capabilities relevant to RevOps, analytics, and GTM strategy - bring a clear point of view on what to build next
Directly manage a high-impact team of individual contributors and future people leaders
Drive alignment across leadership stakeholders to support seamless GTM execution
Establish operating rhythms for planning cycles, forecast reviews, and compensation cycles

Benefits

Competitive compensation
Health benefits begin on your first day of employment
Medical, dental, and vision coverage
Mental wellbeing support and an Employee Assistance Program (EAP)
Wellness Subsidy – Reimbursement that can be applied toward gym memberships, fitness classes, and more
Flexible Time Off
20 U.S. paid holidays, including a winter break
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
Access to industry-leading enterprise AI tools, including leading LLMs and agentic AI workflow solutions
Professional Development – Annual reimbursement of up to $1,000 per fiscal year to support learning, certifications, conferences, and other professional development opportunities
401(k) plan through Fidelity with a company match of up to 4%
Recognition Programs – company-wide and team recognition programs, including President's Club and quarterly and departmental awards
InVacation (Sabbatical) – after seven years of service