Invoca

• Lead End-to-End MLOps and Productionization: Architect, implement, and maintain CI/CD pipelines for ML artifacts — including model evaluation, versioning, and automated deployment. Serve as the primary SME for operational excellence across the Invoca ML stack. • Design and Optimize SLM/LLM Deployment: Own the full inference infrastructure: model serving on Triton Inference Server, Baseten, and Kubernetes-based GPU infrastructure. Profile and tune for low latency and high throughput, and build robust, scalable APIs for internal and external model access. • Fine-Tune Language Models: Apply parameter-efficient fine-tuning methods (LoRA, QLoRA, PEFT) to adapt transformer-based SLMs and LLMs for high-impact NLP applications in conversation intelligence. • Evolve ML Infrastructure: Contribute to model training infrastructure, data pipelines, and data lake foundations to keep the systems powering our models reliable and scalable. • Collaborate Across Teams: Partner closely with Data Scientists, Data Engineers, and Applied AI Engineers to build the foundational ML systems behind Invoca's agentic AI products. • Deliver Customer Value: Work with product and engineering to understand customer needs and ship ML solutions that make a measurable difference.

• Own and deliver the Mid-Market team’s revenue targets across new business and expansion, including monthly, quarterly, and annual quotas. • Build and maintain accurate forecasts; proactively identify risks and develop mitigation plans. • Drive pipeline velocity by coaching reps on deal strategy, qualification, negotiation, and close plans. • Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence. • Recruit, hire, onboard, and retain a high-performing team of Mid-Market Account Executives. • Coach and develop individual contributors through regular 1:1s, call reviews, pipeline reviews, and structured feedback. • Set clear performance expectations, hold the team accountable, and manage underperformance directly and constructively. • Create a culture of urgency, accountability, continuous improvement, and winning. • Develop and execute a Mid-Market go-to-market strategy aligned with Invoca’s broader sales and company objectives. • Design and refine the team’s sales plays, account segmentation, and territory plans for maximum coverage and efficiency. • Collaborate with Marketing on demand generation campaigns, event strategy, and inbound/outbound pipeline development. • Partner with Customer Success and Sales Engineering to ensure seamless handoffs, strong post-sale outcomes, and expansion opportunities. • Establish and track key performance indicators (KPIs) including pipeline creation, win rates, deal cycle times, average deal size, and activity metrics. • Run effective team meetings, QBRs, and forecast calls with clear agendas and actionable takeaways. • Maintain CRM hygiene and ensure the team operates with discipline in Salesforce. • Leverage AI tools and data insights to improve team productivity, deal intelligence, and decision-making.

• Identify and prioritize high-impact AI use cases across Marketing, Sales, and Customer Success in partnership with Revenue Operations, aligning initiatives with business priorities to improve field productivity, conversion, and customer outcomes • Design and implement AI-driven workflows and agentic solutions across the GTM tech stack, embedding AI into core processes like pipeline inspection, lead prioritization, deal coaching, and customer engagement • Build and scale automation and intelligence layers on top of Salesforce and the broader GTM stack, leveraging LLMs and modern AI tools to evolve manual processes into intelligent, automated workflows • Integrate AI into platform design in close collaboration with Systems & Architecture, ensuring alignment with data models, governance standards, and long-term architecture • Leverage GTM data to power AI-driven insights and workflows, ensuring high-quality inputs and outputs for confident decision-making • Stay ahead of AI and GTM technology trends by rapidly evaluating, testing, and scaling new tools and approaches.

• Own End-to-End Operational Process & Procedure • 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 • Translate Business Needs into Operational Solutions • 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 Your Team • 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 • Drive Cross-Functional Alignment & Adoption • 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 • Continuously Improve the Revenue Engine • 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

• Gather, consolidate, and analyze operating and financial data, including monthly trends and drivers, with minimal templates and guidance provided. • Assist with the commission process: onboard new hires, process terminations, QA Spiff calculations, distribute statements, track approvals, prepare payroll accruals, and submit data for payroll. • Contribute to the monthly, quarterly, and annual financial reporting package for senior management and the Board of Directors. • Perform variance analysis between budget, forecast, and actuals to ensure continued refinement of financial processes. • Partner with functional area leaders on hiring and expense planning, forecasting, and ad-hoc analytics requests. • Identify policies, processes, and tools in need of improvement and research/recommend solutions to increase efficiency. • Leverage technical strength in querying and presentation tools such as Tableau, Excel, and PowerPoint to present findings to management.

• Design and maintain the core APIs, SDKs, libraries, and services that standardize how teams at Invoca build AI and agentic capabilities. • Build the platform components that product teams can assemble into real applications, such as orchestration building blocks, tool interfaces, workflow contracts, context-handling systems, and retrieval primitives. • Build the shared evaluation framework that enables teams to test AI systems consistently and at scale, including CI/CD integration, dataset and experiment workflows, scoring pipelines, and support for offline and online evaluation. • Help define the contracts, schemas, and interfaces that allow tools, runtimes, and services to work together cleanly including platform patterns for MCP-style interoperability, tool discovery, and agent-to-agent or agent-to-system interactions. • Design and improve the serving, routing, and control layers ensuring low latency, high availability, cost efficiency, and strong production behavior. • Build and enforce platform capabilities that make AI systems measurable, debuggable, and governable, including tracing, auditing, and policy enforcement. • Create tools, templates, documentation, and reference implementations that make the platform easy to adopt and hard to misuse. • Influence architecture, standards, and long-term technical strategy for AI Platform by identifying patterns across teams and converting them into reusable platform solutions.

• Architect the Demo Ecosystem: Design and maintain the 'Gold Standard' demo environment, including the system architecture, database schemas, and API layers that power Invoca’s technical storytelling. • Full-Stack Prototyping: Build functional user interfaces and dashboards that make complex AI processes 'visible' and intuitive for non-technical stakeholders. • Scalable 'Scaffolding': Create modular demo assets and 'click-to-deploy' sandboxes that the broader SE team can easily customize for specific industry verticals. • Process Automation: Use toolsets such as Gumloop, Zapier, or Workato to automate data flows between marketing touchpoints and sales outcomes. • Lead Technical Strategy: Partner with Account Executives on high-value accounts to lead integration, technical discovery, and navigate complex technical blockers. • High-Stakes Technical Reviews: Act as the lead architect during deep-dive technical reviews with customer CTOs and Security Officers, defending the scalability, database integrity, and security of your proposed solutions. • AI Thought Leadership: Collaborate with Product and Engineering to ensure Invoca remains 'AI-ready,' acting as a feedback loop between the field and our core product developers. • Governance & Safety: Implement 'Human-in-the-Loop' checkpoints to ensure AI-generated demo content is reliable, safe, and free of hallucinations.

• Own and evolve CI/CD “paved road” tooling • Build and maintain reliable, scalable CI/CD workflows (guardrails, automation, reusable patterns/templates). • Enhance Backstage as the unified developer portal, improving CI/CD visibility, deployment tracking, and self-service workflows. • Improve developer feedback loops: reduce flaky pipelines, speed up builds/tests, and increase observability of the release toolchain. • Operationally support release tooling (triage, incident follow-ups, preventative improvements). • Drive Ruby/Rails platform upgrades (monolith + ecosystem) • Lead or heavily contribute to Ruby and Rails upgrade efforts, including: • Coordinating cross-repo changes (application, Docker/CI images, shared gems, test strategy). • Creating safe rollout plans (canaries, staged deploys, rollback paths) and enabling other teams through docs/runbooks. • Platform enablement – Build and improve self-service tooling and Golden Path workflows through Backstage, CI/CD templates, and standardized patterns so service teams can safely own their own infra, config, and auth changes without gatekeepers. • Help standardize and operationalize Auth0 and other authentication/authorization patterns across environments • Partner with service teams to drive Golden Path adoption, unblock migrations, and turn platform investments into org-wide leverage. • Embrace AI to accelerate delivery and improve developer experience – Use AI-assisted development responsibly to increase throughput and quality (e.g., faster iteration, better testing strategies, improved docs/runbooks). • Help the org adopt AI tools safely and effectively by sharing best practices and patterns.

• Collaborate and Innovate: • Understand and Advocate for Users: • Bring Designs to Life: • Elevate Our Design Practice: • Shape Our Design System:

• Proactively source and engage passive talent through LinkedIn Recruiter and other sourcing tools, networking, referrals, and creative outreach — building relationships long before a req is open • Develop and maintain talent pipelines for key roles and functions, so we're never starting from zero • Continuously refine sourcing strategies based on what's working and what the market is telling you • Own requisition management end to end — from intake through offer — across a mix of Go-to-Market and technical roles • Partner deeply with hiring managers to understand the craft, culture, and context of every search, not just the job description • Drive a swift yet thorough hiring process, ensuring decisions are being made and processes move forward • Coordinate interview scheduling and logistics as needed — you step up without being asked • Collaborate with Finance and the broader People & Culture team on headcount planning and the approval process • Maintain clean, accurate data in relevant systems and use it to track pipeline health and report on recruiting metrics • Contribute to employer branding and help tell Invoca's story in ways that attract top talent • Partner with the SVP of People, fellow Talent Acquisition teammates, and HR colleagues to build and improve recruiting processes as the team and company scale