Senior Revenue Strategy & Planning Analyst, Invoca
Planning and Forecasting
$94-115k
+ Stock Options + Bonus potential
Conversation analytics software to grow revenue
Open for applications
Conversation analytics software to grow revenue
201-500 employees
Open for applications
$94-115k
+ Stock Options + Bonus potential
201-500 employees
Company mission
To enable revenue team to connect paid media investments to business outcomes, improve digital engagement, and convert more leads into sales.
Role
Who you are
- 5+ years of experience in Revenue Operations, Sales Strategy, BizOps, or FP&A in a B2B SaaS environment
- Deep expertise in quota design, capacity modeling, and comp plan mechanics
- Proven ability to conduct complex Excel/Google Sheets modeling, sensitivity analysis, and scenario planning
- Strong understanding of GTM funnel metrics, pipeline coverage, sales productivity, and revenue forecasting
- Collaborative working style with the ability to influence across Sales, CS, Finance, and RevOps leadership
- Ability to translate complex analysis into clear, actionable recommendations for senior stakeholders
- Detail-oriented mindset with a strong bias for structure, clarity, and accuracy
- Comfortable working with ambiguity, shifting priorities, and fast-paced environments
- Tools: High proficiency in Sheets/Excel, Salesforce, Tableau; experience with Clari or BI tools is a plus
What the job involves
- 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
- We’re looking for a sharp, detail-oriented, and strategic Senior Revenue Strategy & Planning Analyst to join our Revenue Operations team as a key individual contributor
- This role will focus on the core planning and forecasting workflows that support our GTM engine across both Sales and Customer Success, including compensation modeling, quota setting, capacity planning, and forecast methodology support
- You’ll partner closely with Sales leadership, Finance, and RevOps leaders to pressure-test performance assumptions, define booking targets, and ensure our sales capacity and comp design are aligned with company growth objectives
- This is a highly visible, high-impact role that sits at the center of how we plan, measure, and operationalize our revenue goals
- Partner with Sales, CS, Finance, and RevOps leadership to define annual and quarterly booking targets across segments and roles
- Support forecast methodology design, helping pressure-test bottom-up and top-down assumptions with scenario modeling and attainment sensitivity analysis
- Identify gaps or risks in revenue plans and proactively surface recommendations to course correct
- Support the development of Sales and CS compensation plans, including earnings curves, plan structures, SPIFF logic, and modeling of OTE vs attainment
- Build quota frameworks aligned to booking targets and seller capacity, with segmentation by segment, role, and geoPartner with Finance and HR to validate compensation plan assumptions and model impacts
- Build and maintain capacity models across the entire Revenue organization, including AEs, AMs, SDRs, SEs, CSMs, Professional Services, and Technical Account Managers
- Analyze individual and team-level performance trends to inform hiring plans, productivity targets, coverage ratios, and book-of-business structures
- Partner with RevOps and GTM leadership to run “what if” scenario planning around headcount changes, territory and account realignments, role coverage shifts, and compensation plan adjustments
- Analyze quota attainment trends, productivity patterns, and plan effectiveness across Sales and CS
- Partner with RevOps leaders to inform performance reviews, revenue retrospectives, and QBR prep
- Contribute to executive-ready insights and narratives related to forecast accuracy, comp effectiveness, and pipeline health
Our take
Invoca is an AI-powered call tracking and conversational analytics platform enabling marketing, sales, customer experience, and eCommerce teams to better understand and immediately act on information consumers share via conversations, revealing exactly which campaigns are performing and delivering high returns on investments.
The company is a market leader in AI-powered conversation intelligence, serving leading consumer brands in considered purchase industries like automotive, telecommunications, healthcare, financial services, and real estate. It has continued to add new new capabilities throughout the years since its 2008 founding, to further help brands drive more efficient marketing, faster revenue growth, and better experiences in an increasingly challenging economy.
More recently, Invoca has expanded its AI-powered revenue exeuction platform with a new no-code integrations for LinkedIn Ads and Reddit Ads, buiulding on existing support from platforms such as Facebook, Instragram, TikTok, Snapchat, and Pinterest. These additions allow marketers to directly connect social ad spend to phone calls, conversations and revenue. As pressure mounts on marketing teams to provide business impact beyond clicks and impressions, this expanded social advertising ecosystem strengthens Invoca's position as a leader in conversation intelligence and performance-driven marketing.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2022
$83m
SERIES F
Oct 2019
$56m
SERIES E
Total funding: $199.8m
Company benefits
- Flexible Time Off: We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
- Healthcare: Invoca offers a health care program that includes medical, dental and vision coverage. There are multiple plan options to choose from so you can make the best choice for yourself, partner and family.
- Mental Well-being & Employee Assistance Program: Invoca offers well-being support on issues ranging from personal matters to everyday life topics through the WorkplaceOptions program.
- Paid Family/Medical Leave - up to six weeks 100% paid leave for baby bonding, adoption, and caring for family members, and up to twelve weeks 100% paid leave for one’s own medical leave
- Invacation (Sabbatical): We thank our long-term team members with a bonus after seven years of service.
- Wellness Subsidy: In further support of your well-being, Invoca provides a wellness subsidy that can be applied to a gym membership, fitness classes and more.
Company HQ
Santa Barbara Downtown, Santa Barbara, CA
Leadership
Gregg Johnson
(CEO)Prior to joining Invoca in 2016, Gregg spent nearly 10 years at Salesforce, while there, he held a number of roles, including VP of Product Management (Chatter) and SVP of Product Management (Marketing Cloud). He also worked as a COnsultant at Boston Consulting Group and as a Sales/Marketing Manager at Ullink.
Peter Isaacson
(CMO)Peter is also an Advisor at Folloze and ClickZ.com as well as a Contributor to Forbes Communication Council and a Member at Revenue Collective. Previously, he was the CMO at Replicant, Demandbase, and Castlight Health. He also spent nearly 14 years at Adobe Systems, working as a Senior Director of Brand Marketing, VP of WW Field Marketing, and VP of WW Education Vertical Business.
Teresa Dietrich
(CTO)Prior to joining Invoca in 2024, Teresa was the Chief Product & Technology/Community Officer at Stack Overflow. She also served as the GLobal Head of Product & Engineering at McKinsey New Ventures and as CTO at Namely.
Michael DiFilippo
(CFO)Prior to joining Inovca in 2019, Michael was the CFO & Chief Administrative Officer at AppDirector. He also served as a VP/Division CFO (SaaS Division) at Citrix.
Ben Sullivan
(CRO)Ben joined Invoca in 2017 as a Senior VP of Sales, moving into the role of Executive VP of Sales in 2021 and CRO in 2025. Prior to Invoca, he spent 8 years at ON24 as a VP of Strategic Alliances & Business Development and VP of Worldwide Sales.
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