Senior Director of Revenue Strategy, Planning and Analytics, Invoca
$160-206k
+ Stock Options and bonus potential
Conversation analytics software to grow revenue
Job no longer available
Conversation analytics software to grow revenue
201-500 employees
Job no longer available
$160-206k
+ Stock Options and 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
- We’re looking for a seasoned B2B SaaS leader who thrives in complexity, operates with clarity, and builds for scale
- 12+ years of experience in Revenue Operations, GTM Strategy, BizOps, or FP&A roles within a high-growth B2B SaaS company
- 5+ years of experience building and managing high-performing, cross-functional teams
- 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 and performance drivers across segments
- Hands-on experience with Salesforce, Clari, Tableau, Excel/Sheets; bonus if familiar with SFDC CPQ, compensation tools, BI platforms
- Proven success leading strategic planning, comp/quota modeling, forecasting, and deal desk functions at scale
- Deep analytical acumen and comfort navigating complex data across multiple systems (e.g., Salesforce, Clari, Tableau, Redshift, etc.)
- 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)
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 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
- 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 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
- Team Leadership & Cross-Functional Alignment
- Directly manage a high-impact team
- Drive alignment across leadership stakeholders to support seamless GTM execution
- Establish operating rhythms for planning cycles, forecast reviews, and compensation cycles
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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