Senior Director, Revenue Operations

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.

Our Revenue Operations, Strategy and Enablement organization is designed as a unified, end-to-end revenue engine — aligning Strategy, Operations, Systems, and Enablement across the full customer lifecycle. We have eliminated traditional Sales, Marketing, and Customer Success Ops silos and replaced them with clear ownership across planning, execution, and infrastructure, within our GTM operating model.

The Revenue Operations pillar owns how our revenue engine operates day-to-day. We are the team that translates business needs into operational solutions — defining the processes, workflows, and lifecycle structures that power scalable, efficient GTM execution across Marketing, Sales, and Customer Success.

We're seeking a highly operational, process-driven, and strategic Director of Revenue Operations to own end-to-end operational process and procedure design across our full revenue lifecycle. This is not a systems or analytics role — it is a role for someone who excels at translating business needs into operational solutions: defining how the revenue engine runs, how teams collaborate, how workflows are governed, and how the customer journey is operationalized from first touch through retention.

This role will partner closely with our Revenue Systems, Data & AI team to translate operational requirements into scalable system design and implementation, ensuring that what we define operationally is built and embedded into the tech stack. You will manage a cross‑functional team covering Marketing Ops, Sales Ops, Customer Success Ops and Customer Education, while personally ensuring CS Ops process design is embedded as a core part of your end-to-end lifecycle ownership.

This role reports to the VP Revenue Operations, Strategy and Enablement, and partners closely across Sales, Marketing, Customer Success, and Finance leadership.

Own End-to-End Operational Process & Procedure

• Design and govern GTM operational processes across the full revenue lifecycle — from the first Marketing touch through Customer Success retention
• Define lifecycle stage definitions, entry/exit criteria, and cross‑functional handoff standards, ensuring they are consistently applied and improved over time
• Govern lead routing, account assignment, territory execution, and workflow design across all GTM functions
• Own pipeline governance and inspection frameworks in partnership with the Revenue Strategy, Planning & Analytics pillar
• Identify and systematically eliminate operational friction across the revenue lifecycle

Translate Business Needs into Operational Solutions

• Act as the primary translator between business strategy and operational execution — defining not just what the goals are, but precisely how teams execute against them
• Work directly with Sales, Marketing, and CS leadership to understand business needs and design the operational model to support them
• Partner with Revenue Systems, Data & AI to translate operational requirements into scalable system design and implementation, ensuring what is defined operationally is accurately built into the tech stack
• Build operational frameworks and documentation that scale with business growth and increasing organizational complexity
• Ensure that AI and automation investments are grounded in sound operational process design, partnering with Revenue Systems, Data & AI on use case prioritization

Lead and Develop Your Team

• Lead and develop Revenue Operations Managers covering Marketing Ops and Sales Ops, providing direction, coaching, and clear prioritization
• Personally own CS Ops process design — including post‑sale process optimization, customer health scoring logic, and customer lifecycle communications — as part of…