Senior Director, Revenue Strategy, Planning & Analytics

Invoca•San Francisco, CA

16h•Remote

About The Position

Invoca is seeking a strategic, data-driven Senior Director to lead revenue strategy, planning, and analytics within its Revenue Operations, Strategy and Enablement organization. The role aligns planning, performance analytics, and deal execution across Sales, Customer Success, and Marketing, and leads revenue planning, forecasting, capacity modeling, quota setting, compensation governance, GTM analytics, Deal Desk operations, and AI-powered analytics innovation. The leader will help set targets, track progress, optimize go-to-market execution, and build the intelligence layer supporting operational excellence across the customer lifecycle. The position reports to the VP of Revenue Operations, Strategy & Enablement and partners with leaders in Sales, Customer Success, Marketing, Finance, and Legal. It directly manages a high-impact team of individual contributors and future people leaders, establishes operating rhythms for planning, forecasting, and compensation, and builds alignment across senior stakeholders. The role is remote-first and open to candidates based within approximately a two-hour drive of the listed U.S. metropolitan areas; occasional business travel may be required. Compensation includes a base salary of $175,000–$250,000, eligibility for bonus and/or commission where applicable, and participation in the stock option program. Invoca offers benefits including health coverage, time away, family and medical leave, AI tools, professional development support, a 401(k) match, recognition programs, and a sabbatical after seven years of service.

Requirements

12–15+ years of experience in Revenue Operations, GTM Strategy, or BizOps within high-growth B2B SaaS.
Proven success leading strategic planning, compensation and quota modeling, forecasting, and Deal Desk functions at scale.
Strong cross-functional leadership and a track record of aligning senior stakeholders across Sales, Customer Success, Marketing, Finance, and Legal.
Deep understanding of the GTM funnel from Marketing through Sales and Customer Success, and of performance drivers across segments.
Exceptional analytical ability, including scenario modeling, performance measurement, and business case development.
Executive presence and communication skills, with the ability to synthesize complexity and influence at all levels.
Hands-on experience with Salesforce, Clari, Tableau, and Excel or Sheets.
Proven experience building and managing high-performing, cross-functional teams.
Strong analytical acumen and comfort navigating complex data across multiple systems, such as Salesforce, Clari, Tableau, Redshift, and Databricks.
Strategic thinking and strong operational skills, with comfort working at both detailed and strategic levels.
Strong project management and prioritization skills in fast-paced, high-growth environments.
Experience building cross-functional operating rhythms, such as QBRs, forecast reviews, OKR check-ins, and board reporting.
Bias toward clarity, action, and continuous improvement.
Hands-on AI fluency: ability to independently build, test, and deploy AI-powered workflows and automations across analytics and planning, with strategic judgment about AI applications and the technical capability to validate them.
Must be based within approximately a two-hour drive of one of the listed U.S. areas: Greater Los Angeles Area (including Santa Barbara and San Diego), San Francisco Bay Area, Denver Metro, Austin Metro, Chicago Metro, Greater NYC Area, or Seattle Metro.

Nice To Haves

Familiarity with Salesforce CPQ, compensation tools, and BI platforms.

Responsibilities

Lead end-to-end go-to-market planning across Sales and Customer Success, including booking targets, quota design, and headcount alignment.
Own forecast methodology and accountability frameworks for Sales and Customer Success leadership, including consistent pipeline stages, forecast categories, and conversion logic.
Partner with Finance 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 go-to-market roles.
Coordinate compensation plan and quota initiatives across Revenue Operations, Finance, HR, and Sales and Customer Success leadership.
Ensure compensation governance, incentive plan documentation, and consistent performance measurement.
Oversee GTM analytics and reporting, including funnel conversion, sales productivity, and Customer Success retention and expansion performance.
Build and manage strategic dashboards, KPI scorecards, and performance metrics for Sales, Customer Success, 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-service reporting.
Lead the Deal Desk function, including 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 supporting deal velocity and competitive positioning.
Track and report Deal Desk performance, policy exceptions, and margin trends.
Independently build, test, and deploy AI-powered workflows and automations across analytics and planning functions.
Identify opportunities to replace recurring manual analytical work with AI-powered agents and automated pipelines.
Partner with Revenue Systems, Data & AI to incorporate AI tools into the planning and analytics technology stack, ensuring processes are designed before systems are implemented.
Drive adoption of AI-powered tools, measure their effectiveness, and continuously iterate.
Monitor emerging AI capabilities relevant to Revenue Operations, analytics, and GTM strategy, and develop a point of view on future opportunities.
Directly manage a high-impact team of individual contributors and future people leaders.
Align leadership stakeholders to support seamless GTM execution and establish operating rhythms for planning, forecast reviews, and compensation cycles.

Benefits

Medical, dental, and vision coverage beginning on the first day of employment for U.S.-based teammates.
Mental wellbeing support and an Employee Assistance Program.
Wellness subsidy reimbursable toward gym memberships, fitness classes, and more.
Flexible paid time off.
20 U.S. paid holidays, including a winter break.
Up to 12 weeks of 100% paid family leave for baby bonding, adoption, and caring for family members.
Up to 12 weeks of 100% paid medical leave for childbirth and medical needs.
Access to enterprise-grade AI tools, including leading LLMs and agentic AI workflow solutions.
Annual reimbursement of up to $1,000 for professional development, learning, certifications, and conferences.
401(k) plan through Fidelity with company match of up to 4%.
Company-wide and team recognition programs, including President's Club and quarterly and departmental awards.
Sabbatical after seven years of service.
Stock option program for employees.
Competitive base salary of $175,000–$250,000 and bonus and/or commission eligibility where applicable.