Manager, Revenue Strategy & Planning

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 Role:

The Manager of Revenue Strategy & Planning will play a pivotal role in ensuring the efficiency and effectiveness of our Sales organization, with a primary focus on Deal Desk and Order Management. This role will oversee global deal desk operations, ensuring seamless processing and management of deals, while also collaborating with Finance, Legal, and Sales teams to review, structure, and approve complex deals. In addition to deal desk responsibilities, this role will also assist with strategic planning, sales compensation, quota planning, and pipeline & forecast management. The ideal candidate will have a robust understanding of deal desk management and operations, coupled with experience in sales strategy and execution, and the ability to drive cross-functional collaboration. This role will report directly to the VP, Sales Operations, Strategy & Enablement. 

You Will:

• Deal Desk and Order Management: 
  • Oversee Global Deal Desk Operations: Lead the team to ensure efficient, accurate, and timely deal processing while maintaining high service standards.
  • Collaborate on Deal Reviews and Approvals: Work with Finance, Legal, and Sales to review and approve complex deals, ensuring alignment with policies and objectives.
  • Develop custom quotes and align them with pricing strategies. Collaborate with Product and Pricing teams for competitive solutions.
  • Compliance and Risk Management: Ensure deals meet internal controls, legal standards, and regulations. Address potential risks and work on mitigation.
  • Process Optimization and Automation by improving deal desk processes for efficiency and scalability. 
  • Serve as the main contact for deal desk processes. Partner with Revenue Training & Enablement to support teams.
  • Ensure integration with Revenue Technology, Business Systems, and other teams for seamless deal processing.
  • Keep up with industry best practices and drive improvements in deal desk operations.
• Sales Strategy, Planning, and Execution:
  • Support Sales planning, including program, incentive, and policy development.
  • Assist with strategic planning, setting OKRs and KPIs for the Sales organization.
  • Align Sales strategies, goals, and projects across the team.
  • Drive cross-functional collaboration on key strategic decisions.
  • Support Sales management activities like M/QBRs, Productivity Meetings, and All Hands.
• Sales Compensation & Incentives:
  • Assist with the design and management of compensation plans for Sales org
  • Develop and oversee SPIFFs and other incentive programs 
• Quota & Territory Planning and Management:
  • Assist in setting quarterly and annual sales targets 
  • Support in defining TAM, ICP, and Account Segmentation.
  • Help manage territory assignments and ownership policies 
• Pipeline and Forecast Management:
  • Define and manage pipeline and forecast methodologies and processes.
  • Collaborate with Sales Management and Demand Generation teams to maintain healthy pipeline status.
• Pricing & Packaging Strategy and Management:
  • Assist the Pricing Committee in developing pricing models and product packages.
  • Support market research and competitive analysis with Product Marketing.
  • Help align pricing goals across Sales, Marketing, Product, and other teams.
  • Aid in tracking and adjusting pricing strategies based on performance data.
  • Ensure compliance with legal standards and refine strategies based on customer feedback.

You Have:

• 5+ years of of experience in deal desk management, sales strategy and revenue operations, ideally within a B2B SaaS company 
• Proven ability to drive cross-functional alignment and execute strategic initiatives
• Strong analytical skills with the ability to make data-driven decisions
• Excellent communication and collaboration skills, with the ability to influence and partner with stakeholders at all levels
• Proficiency with a range of tools that streamlines deal management, pricing and contract processes (Salesforce, CPQ, DocuSign, Ironclad, and Zuora)
• Proficiency with revenue technology platforms (Clari, Tableau) 
• Proficiency with Microsoft Excel/Google Sheets, PowerPoint/Google Slides
• Exceptional interpersonal skills; ability to develop and maintain strong relationships
• Demonstrated success in delivering results working x-functionally Strong work ethic with a “get stuff done” mentality
• Problem solver, strong attention to detail, extremely organized
• Self-starter and quick learner with the ability to work independently
• Flexible, agile and adaptable; used to wearing multiple-hats  
• Ability to navigate ambiguity, prioritize and manage multiple projects
• A strong understanding of pipeline/forecast models and pipeline goals
• Experienced working in a fast pace environment 

Salary, Benefits & Perks:

Teammates begin receiving benefits on the first day of the month following or coinciding with one month of employment. Offerings include:

• Paid Time Off - Invoca encourages a work-life balance for our employees. We have an outstanding PTO policy starting at 20 days off for all full-time employees. We also offer 16 paid holidays, 10 days of Compassionate Leave, days of volunteer time, and more.
• Healthcare - Invoca offers a healthcare program that includes medical, dental, and vision coverage. There are multiple plan options to choose from. You can make the best choice for yourself, your partner, and your family.
• Retirement - Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
• Stock options - All employees are invited to ownership in Invoca through stock options.
• Employee Assistance Program - Invoca offers well-being support on issues ranging from personal matters to everyday-life topics through the WorkLifeMatters program.
• Paid Family Leave - Invoca offers up to 6 weeks of 100% paid leave for baby bonding, adoption, and caring for family members.
• Paid Medical Leave - Invoca offers up to 12 weeks of 100% paid leave for childbirth and medical needs.
• Sabbatical - We thank our long-term team members with an additional week of PTO and a bonus after 7 years of service.
• Wellness Subsidy - Invoca provides a wellness subsidy applicable to a gym membership, fitness classes, and more.
• Position Base Range - Salary Range $107,000 - $132,000/ plus bonus potential

This role is remote and open to candidates located in the United States and Canada. Please note that we are unable to provide visa sponsorship for this position.

DEI Statement

We are committed to equal employment opportunities 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.

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