[Hiring] Revenue Strategic Programs Director @Coupa Software

Role Description

The Revenue Strategic Programs Director – Change Agent makes sure the field always knows what matters most, what has changed, and what to do next. You will build clear, reliable messaging channels between revenue leadership and the field, so Coupa can move quickly with clarity on revenue-generating priorities and changes.

You will own the change management and field communication layer of Coupa’s revenue programs. That means turning strategy and program decisions into simple, timely, actionable messages, and confirming they land, are understood, and lead to action.

This role suits a communicator and change leader who is just as comfortable shaping the story with executives (CRO & COO) as listening to sellers, managers, and customer-facing teams. You are structured, fast-moving, and relentless about clarity, so that priorities and changes stick.

What You'll Do:

• Field Messaging Channels and Communication Strategy:
  • Design, launch, and run clear, consistent channels that carry revenue priorities and changes to the field.
  • Establish a communication cadence, such as a regular priorities update, a “what changed” digest, and rapid-response notices for urgent shifts.
  • Maintain a single source of truth for current revenue priorities, programs, and process changes.
  • Translate complex strategy, policy, and program decisions into plain, concise messages.
  • Define who needs to know what and when, and tailor messages by region, segment, and role.
• Change Management and Adoption:
  • Lead change management for revenue initiatives, including stakeholder mapping, impact assessment, readiness planning, communications, and reinforcement.
  • Partner with Enablement, Sales Leadership, Customer Success, and Marketing to align messages, training, and tools around each change.
  • Equip frontline managers with talking points, FAQs, and guidance.
  • Track adoption and understanding, then adjust the approach, the message, or the channel as needed.
• Speed and Clarity on Revenue Priorities:
  • Work with revenue leaders to sharpen and sequence the top revenue-generating priorities.
  • Cut through competing asks from across the business.
  • Shorten the time between a leadership decision and field awareness.
• Listening and Feedback Loops:
  • Create two-way channels, such as input surveys, manager forums, and field advisory groups.
  • Act as the voice of the field with leadership, surfacing friction and confusion early.
  • Close the loop by showing the field how its input led to changes.
• Program Partnership and Measurement:
  • Support strategic revenue programs with program management discipline.
  • Define metrics for communication effectiveness and change adoption.
  • Celebrate and motivate participation with clear leaderboards and incentives.
  • Report progress, risks, and lessons learned to the CRO, COO, and revenue leadership.

Qualifications

• 10+ years of experience in revenue operations, sales strategy or enablement, change management, strategic communications, program management, consulting, or a related field, ideally at a B2B SaaS or technology company.
• Demonstrated success driving change management and adoption among large, distributed field or sales teams.
• Exceptional writing and communication skills, with the ability to make complex topics simple, accurate, and actionable.
• Experience building and running communication channels, cadences, and content for a sales or customer-facing audience.
• Strong program and project management discipline, including planning, stakeholder management, and status tracking.
• Working knowledge of revenue metrics and go-to-market motions, such as pipeline, bookings, retention, and sales productivity.
• Ability to influence senior leaders and frontline teams, and to work across a matrixed global organization.
• Comfort with ambiguity and pace, and the judgment to know what the field needs to hear first.

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.
• Employee Assistance Program (EAP): Access free, confidential counseling and resources.
• Business Travel Protection: Medical, safety, pre-trip planning, and emergency support during business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses for successful hires.