Note: The job is a remote job and is open to candidates in USA. Invoca is the industry leader in AI and machine learning-powered Conversation Intelligence, seeking a Senior Director of Revenue Operations to oversee operational process design across the revenue lifecycle. The role involves translating business needs into operational solutions, managing a cross-functional team, and driving cross-functional alignment to improve the revenue engine.
Responsibilities
- 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
- 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 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 your end-to-end lifecycle remit
- Oversee Customer Education alignment to lifecycle stages, partnering with instructional design and content managers to connect Academy learning pathways to operational lifecycle moments
- Maintain content and tooling standard alignment between Customer Education and Revenue Training & Enablement
- Serve as the operational liaison across Sales, Marketing, CS, and Finance leadership, representing the operational model and advocating for process integrity
- Partner with Revenue Strategy, Planning & Analytics on territory execution, pipeline governance, and performance frameworks
- Align operational workflow rollouts with Revenue Training & Enablement to ensure field readiness and adoption
- Drive adoption of new processes and workflows across the GTM field, measuring effectiveness and iterating continuously
- Bring a data-informed perspective to process improvement, leveraging analytics insights from the Revenue Strategy, Planning & Analytics pillar
- Continuously evaluate operational processes for efficiency, scalability, and adoption across the field
- Stay ahead of best practices in revenue operations and bring a clear point of view on how emerging tools and AI capabilities can be operationally embedded
Skills
- 8–12+ years of experience in Revenue Operations, GTM operations, or closely related roles in B2B SaaS
- Proven track record designing and governing end-to-end GTM processes across Marketing, Sales, and Customer Success
- Deep understanding of the full revenue lifecycle and how operational process design drives GTM execution
- Experience translating business strategy into operational frameworks and procedures
- Strong partnership experience working with systems/technical teams to translate operational requirements into scalable implementations
- Experience managing and developing operational teams across multiple GTM functions
- Demonstrated ability to drive cross-functional alignment across Sales, Marketing, CS, and Finance
- Strong analytical mindset — able to use data and insights to inform process design and improvement
- Exceptional communication and stakeholder management skills across all levels of the organization
- Comfort operating in a fast-moving, high-growth environment where structure is built, not inherited
- Experience with modern GTM tech stacks (Salesforce, Marketo, Gainsight, Gong, Salesloft) and how system design intersects with operational process
- Hands-on AI fluency — able to independently build, test, and deploy AI-powered workflows and automations, not just evaluate or direct others to do so; brings both a strategic point of view on where AI applies and the technical capability to prove it out themselves
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.
- Paid Holidays – Invoca provides 20 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 to 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 12 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.
Company Overview
Invoca, the recognized leader in conversation intelligence AI for marketing, e-commerce, and contact center teams It was founded in 2008, and is headquartered in Santa Barbara, California, USA, with a workforce of 201-500 employees. Its website is http://www.invoca.com.