Senior Director, Revenue Strategy, Planning & Analytics

About Invoca:

Invoca is the revenue execution and platform leader that helps marketing, commerce, and contact center teams turn every conversation into revenue. Through its AI agents, Invoca engages, qualifies, and converts customers across SMS and voice, orchestrating seamless buyer journeys and measurable, profitable growth. With over 300 employees, 2,000+ customers, and $100M in revenue, the company continues to lead the category it created.

Invoca's AI vision centers on using trustworthy, first-party data to deliver intelligent, authentic, and empathetic AI — connecting digital and human experiences to build lasting customer relationships. Invoca has raised $184M from leading investors, 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, with data and AI embedded as core capabilities within our GTM operating model.

We're seeking a strategic, data-driven, and experienced Senior Director of Revenue Strategy, Planning & Analytics to lead a critical pillar within our Revenue Operations, Strategy and Enablement organization. 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, CS, and Marketing funnel insights), Deal Desk operations (strategic deal support, approvals, pricing enforcement), and AI-powered analytics innovation. This role plays a vital part in how we set targets, track progress, optimize GTM execution, and build the intelligence layer that drives operational excellence across the full customer lifecycle.

This leader reports to the VP of Revenue Operations, Strategy & Enablement, and partners closely with leaders across Sales, CS, Marketing, Finance, and Legal.

We're looking for a seasoned B2B SaaS leader who thrives in complexity, operates with clarity, builds for scale, and brings hands-on AI fluency to how they and their team work. This is a highly cross-functional role that touches everything from pipeline models and comp design to forecasting, board-level reporting, and AI-powered workflow automation.

Revenue Strategy, Planning & Forecasting

• 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

Compensation & Quota Governance

• 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 Rev Ops, Finance, HR, and Sales/CS leadership on all comp plan and quota-related initiatives

• Ensure comp governance, incentive plan documentation, and performance…