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.
About the Team:
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.
About the Role:
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 Will:
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.
Strategic Planning & Forecast Methodology
- 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
Compensation & Quota Modeling
- 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
Sales & CS Capacity & Coverage Planning
- 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
Performance Monitoring & Insights
- 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
You Have:
- 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
Salary, Benefits & Perks:
At Invoca, all new hires in the U.S. receive benefits starting on day one of employment. Our benefits offerings include:
Please note that benefits for teammates outside the U.S. may vary in accordance with their country’s laws and regulations.
- 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.
- Paid Holidays – Invoca provides 16 U.S. paid holidays, including a winter break, giving you ample opportunity to refresh and spend time with friends and family.
- Health Benefits – Our healthcare program includes medical, dental, and vision coverage, with multiple plan options so you can choose what works best for you and your family. Fertility assistance is also included.
- Retirement – Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
- Stock Options – All employees are invited to share in Invoca’s success through stock options.
- Mental Health Program– Well-being support on a broad range of issues is available through our SpringHealth program.
- Paid Family Leave – Up to 6 weeks of 100% paid leave is provided for baby bonding, adoption, and caring for family members.
- Paid Medical Leave – Up to 12 weeks of 100% paid leave is provided for childbirth and medical needs.
- InVacation – As a thank-you to our long-term team members, we offer a bonus after 7 years of service.
- Wellness Subsidy – We provide a subsidy that can be applied toward gym memberships, fitness classes, and more.
- Position Base Range - $94,000-$115,000, with bonus potential.
For employees outside the U.S., benefits may vary to ensure compliance with local laws and regulations. If you have any questions about Invoca’s benefits offerings in your region, please reach out to our People Team.
DEI Statement
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
#LI-Remote
