[Remote] Senior Director, Revenue Strategy, Planning & Analytics

Note: The job is a remote job and is open to candidates in USA. Invoca is hiring a Senior Director of Revenue Strategy, Planning & Analytics to lead revenue planning, forecasting, compensation and quota governance, GTM analytics, and Deal Desk operations. The role also drives AI-powered workflow automation and aligns Sales, Customer Success, Marketing, Finance, and Legal around revenue execution.

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

Skills

• 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
• 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)
• 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
• Bonus if familiar with SFDC CPQ, compensation tools, and BI platforms

Benefits

• Bonus and/or commission eligibility, where applicable.
• All employees are invited to share in Invoca's success through our stock option program.
• For U.S.-based teammates, medical, dental, and vision coverage begins on the first day of employment.
• Access to mental wellbeing support and an Employee Assistance Program (EAP).
• Wellness subsidy reimbursement that can be applied 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 leave for baby bonding, adoption, and caring for family members.
• 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.
• Annual reimbursement of up to $1,000 per fiscal year for learning, certifications, conferences, and other professional development opportunities.
• 401(k) plan through Fidelity with a company match of up to 4%.
• Company-wide and team recognition programs, including President's Club and quarterly and departmental awards recognizing innovation, execution, and customer impact.
• Sabbatical after seven years of service.
• Remote-first work arrangement.

Company Overview