Senior Director, Revenue Strategy, Planning and Analytics

About Invoca:

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 300 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists, including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

About the Team:

Our Revenue Operations team is the engine behind our go-to-market success: a cross-functional squad committed to tackling complex challenges head-on and accelerating business growth. We partner closely across Sales, Marketing, and Customer Success to streamline processes, implement innovative systems, and drive efficiencies. We thrive on collaboration, leaning on each other’s expertise to figure it out, and we embrace extreme ownership, ensuring every project is delivered with accountability and excellence.

About the Role:

We’re seeking a strategic, data-driven, and experienced Senior Director of Revenue Strategy, Planning & Analytics to lead a critical function within our Revenue Operations Center of Excellence. 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, Customer Success, and Marketing funnel insights), and Deal Desk operations (strategic deal support, approvals, pricing enforcement). This role plays a vital part in how we set targets, track progress, optimize GTM execution, and drive operational excellence across the full customer lifecycle.

This leader will report to the VP of Revenue Operations, Strategy & Enablement, and partner closely with leaders across Sales, Customer Success, Marketing, Finance, and Legal.

We’re looking for a seasoned B2B SaaS leader who thrives in complexity, operates with clarity, and builds for scale. This is a highly cross-functional role that touches everything from pipeline models and comp design to forecasting and board-level reporting.

Scope of Ownership

• Revenue Strategy & Planning: Forecasting, capacity modeling, quota setting, and compensation governance for Sales & CS
  
  
• GTM Analytics & Insights: Strategic reporting and analysis across Marketing, Sales & CS performance (excluding campaign-level and attribution analytics)
  
  
• Deal Desk: Governance, approvals, pricing alignment, and non-standard deal support

Revenue Strategy, Planning & Forecasting

• Lead end-to-end GTM planning processes across Sales and Customer Success — including booking target setting, quota design, and headcount alignment
  
  
• Own forecast methodology and accountability frameworks for Sales and Customer Success 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

Compensation & Quota Governance

• 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 all GTM roles
  
  
• Serve as the bridge between RevOps, Finance, HR, and Sales/Customer Success leadership on all comp plan and quota-related initiatives
  
  
• Ensure comp governance, incentive plan documentation, and performance measurement consistency

GTM Analytics & Insights

• Oversee analytics and reporting across the entire GTM motion: funnel conversion, sales productivity, and CS retention/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

Deal Desk & Strategic Deal Execution

• Lead the Deal Desk function, managing custom pricing, non-standard terms, discount g