[Hiring] Field Operations Director @Coupa Software

Role Description

The mission of Revenue Operations is to drive alignment across our go-to-market teams and optimize revenue performance. As a Lead Revenue Operations Business Partner, you will serve as the strategic advisor and operational partner to senior sales leaders. You’ll be responsible for increasing operational efficiencies, streamlining processes, managing performance metrics, and enabling data-driven decisions across the Revenue organization. Your responsibilities include:

• Go-To-Market execution
• Demand planning
• Forecasting
• Pipeline health
• Performance management
• Reporting & analytics
• Business insights
• Business processes
• Sales tools
• Ensuring the revenue excellence model is standardized and implemented across the Revenue business

What You'll Do:

• Act as the trusted advisor and partner to the business with credibility and influence from strategy to execution
• Implement and execute the Coupa Revenue Operating Model
• Provide leadership and counsel to sales leaders to implement objectives and cadences that appropriately reflect and drive our business goals
• Drive territory planning and quota setting processes and related activities, working with cross-functional teams to build plans that align to corporate goals and strategy
• Develop and implement best-practices, processes, and cadences to establish quality, accuracy, and process consistency across reporting, forecasting, quota setting and management, and overall revenue process optimization while minimizing administrative overhead
• Oversee the creation, accuracy, and efficient distribution of revenue metrics, reports, and other revenue related business intelligence essential to the organization
• Actively contribute to the enhancement of business operations processes covering applications, data, reporting, field engagement and project/change management
• Build strong relationships across field leadership and other cross-functional departments to influence decision making, drive process optimization and overall revenue effectiveness
• Mentor Revenue Operations team members and help build a high-performance culture

Qualifications

• Strong executive presence and communication skills, and an ability to lead through influence and credibility across an organization
• Solid leadership skills with the ability to act independently
• Ability to manage and influence stakeholders
• Strong understanding of the revenue process with the ability to translate that knowledge to other teams, including Revenue, IT, and other revenue support teams
• Excellent analytical skills combined with strong problem solving and organization skills and a high attention to detail
• Sharp business acumen and judgement, and strong project management skills
• Ability to work in a fast-paced, collaborative environment
• Results driven and naturally curious with an ability to motivate those around them
• Bachelor's degree in Business-related discipline; MBA and/or CPA an asset
• 5-8 years of relevant experience in Revenue, Revenue operations, Sales Strategy or Business Operations
• 5+ years of experience in the software industry and cloud platform businesses. Industry experience in B2B, HCM and/or SaaS technology an asset
• Salesforce, Clari, Microsoft Excel, and other revenue analytics experience required, with experience in Tableau or other data visualization tools an asset

Requirements

• $128,000 - $179,333 a year
• The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state

Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month
• Volunteer Time Off (VTO): 40 hours of paid VTO annually to support community initiatives and volunteer programs
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel
• Referral Bonus Program: Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances
• Highly competitive, location-specific benefits packages including comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection