[Remote] Senior Director, Revenue Operations

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.ResponsibilitiesDesign and govern GTM operational processes across the full revenue lifecycle — from the first Marketing touch through Customer Success retentionDefine lifecycle stage definitions, entry/exit criteria, and cross-functional handoff standards, ensuring they are consistently applied and improved over timeGovern lead routing, account assignment, territory execution, and workflow design across all GTM functionsOwn pipeline governance and inspection frameworks in partnership with the Revenue Strategy, Planning & Analytics pillarIdentify and systematically eliminate operational friction across the revenue lifecycleAct as the primary translator between business strategy and operational execution — defining not just what the goals are, but precisely how teams execute against themWork directly with Sales, Marketing, and CS leadership to understand business needs and design the operational model to support themPartner 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 stackBuild operational frameworks and documentation that scale with business growth and increasing organizational complexityEnsure that AI and automation investments are grounded in sound operational process design, partnering with Revenue Systems, Data & AI on use case prioritizationLead and develop Revenue Operations Managers covering Marketing Ops and Sales Ops, providing direction, coaching, and clear prioritizationPersonally 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 remitOversee Customer Education alignment to lifecycle stages, partnering with instructional design and content managers to connect Academy learning pathways to operational lifecycle momentsMaintain content and tooling standard alignment between Customer Education and Revenue Training & EnablementServe as the operational liaison across Sales, Marketing, CS, and Finance leadership, representing the operational model and advocating for process integrityPartner with Revenue Strategy, Planning & Analytics on territory execution, pipeline governance, and performance frameworksAlign operational workflow rollouts with Revenue Training & Enablement to ensure field readiness and adoptionDrive adoption of new processes and workflows across the GTM field, measuring effectiveness and iterating continuouslyBring a data-informed perspective to process improvement, leveraging analytics insights from the Revenue Strategy, Planning & Analytics pillarContinuously evaluate operational processes for efficiency, scalability, and adoption across the fieldStay ahead of best practices in revenue operations and bring a clear point of view on how emerging tools and AI capabilities can be operationally embeddedSkills8–12+ years of experience in Revenue Operations, GTM operations, or closely related roles in B2B SaaSProven track record designing and governing end-to-end GTM processes across Marketing, Sales, and Customer SuccessDeep understanding of the full revenue lifecycle and how operational process design drives GTM executionExperience translating business strategy into operational frameworks and proceduresStrong partnership experience working with systems/technical teams to translate operational requirements into scalable implementationsExperience managing and developing operational teams across multiple GTM functionsDemonstrated ability to drive cross-functional alignment across Sales, Marketing, CS, and FinanceStrong analytical mindset — able to use data and insights to inform process design and improvementExceptional communication and stakeholder management skills across all levels of the organizationComfort operating in a fast-moving, high-growth environment where structure is built, not inheritedExperience with modern GTM tech stacks (Salesforce, Marketo, Gainsight, Gong, Salesloft) and how system design intersects with operational processHands-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 themselvesBenefitsFlexible 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 OverviewInvoca, 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.