[Hiring] Revenue Strategy & Readiness Director @Coupa Software

Role Description

Coupa is seeking a dynamic and highly analytical Revenue Strategy & Readiness Director to serve as the critical architect of our global go-to-market engine. Reporting directly to the Global VP of Revenue Strategy & Planning, you will own the integrity and operationalization of our core quota, roster, and territory infrastructure—the single source of truth relied upon by HR, FP&A, Sales Leadership, and the Board. This unique remote role shifts dynamically with the business cycle: you will lead high-impact, cross-functional strategy and methodology design during annual planning, and transition into rigorous execution and Salesforce (SFDC) system governance throughout the fiscal year. If you are a self-driven individual contributor who thrives on turning strategic organizational design into seamless operational reality, this is an opportunity to directly shape Coupa's growth trajectory.

What You’ll Do

• Champion the end-to-end governance of Coupa’s GTM infrastructure and drive critical annual planning cycles.
• Fully own the Global Sales Roster (GSR) and the Quota Allocation Model (QAM), maintaining them as the absolute sources of truth for headcount, territory mapping, and bookings forecasting while managing the monthly reporting cadence for FP&A.
• Lead architect and project manager during the annual planning cycle, orchestrating account pool design, territory allocation, and quota methodology across RevOps, HR, Comp, and Finance.
• Transition seamlessly from high-level stakeholder alignment to hands-on data modeling.
• Partner closely with IT to translate complex GTM requirements into system configurations.
• Deliver ad-hoc analyses on territory effectiveness and productivity trends.
• Provide vital GTM strategy and integration support during M&A activities.

Qualifications

• Critical thinking skills - this is a design role, not just an execution role.
• 5–8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems, in B2B SaaS.
• Experience running an annual territory/quota-setting cycle.
• Advanced Excel/Google Sheets skills; Sigma/Tableau/SQL highly preferred.
• Comfort operating in ambiguity and building/improving processes without a playbook already written.
• Strong cross-functional stakeholder management skills.

Nice-to-haves

• Experience with quota/roster modeling tools (Anaplan or similar).
• Working familiarity with Salesforce (day-to-day usage & report-building; admin-level not required).
• Exposure to Sigma or similar BI/dashboarding tools.

Salary

$104,000 - $145,333 a year. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year.
• Birthday Time-Off: 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, 24/7/365 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 referrals.