[Hiring] Revenue Strategy & Economics Director @Coupa Software

Role Description

The Revenue Strategy & Economics Director is the quantitative backbone of how Coupa decides where to put its next go-to-market dollar. This role builds and owns the scenario models behind the Revenue org's hardest investment questions:

• What does another ten AEs in a given segment actually return, and when?
• Which segments and geos are earning their cost of coverage?
• Whether a change pays for itself, and in what year.

Core scope is the Sales organization; however, it is rapidly expanding to serve other parts of the business (e.g., Partners, Value Solution Advisory, and Customer Success).

This is a modeling and judgment role, partnering closely with RevOps Intelligence and FP&A for data and decision-making. The deliverables are recommendations with the math behind them: sized, sensitivity-tested, and framed so the COO, CRO, and CFO can act on them.

You'll work within the Revenue Strategy & Planning team that maintains the roster, quota, and bookings infrastructure and serve as RevOps's primary quantitative POV in the annual planning cycle. Your job is to make sure the investment decisions that flow into it are the right ones, and that the assumptions underneath the plan hold up.

What You'll Do

• Revenue Investment Scenario Analysis — End to End
  • Build and own the investment scenario models the Revenue org uses to evaluate GTM spend.
  • Structure each question as a set of explicit, comparable scenarios — base, upside, downside.
  • Translate models into recommendations: what to fund, what to defer, what to stop, and the expected bookings and efficiency impact of each path.
  • Own the analysis — partnering with RevOps Intelligence to source the data, building the model, pressure-testing it, and presenting it to CRO- and CFO-level stakeholders.
• Capacity, Coverage & Headcount ROI
  • Model productive capacity by segment, geo, and role.
  • Quantify the marginal return on the next hire.
  • Build the headcount investment case Revenue leadership takes into budget conversations.
  • Stress-test capacity plans against hiring reality.
• Productivity & Efficiency Economics
  • Own the productivity analytics that explain yield.
  • Quantify the bookings cost of attrition and territory disruption.
  • Interpret the efficiency metrics leadership is held to.
  • Separate signal from noise.
• Cost of Sale Economics
  • Own Coupa's granular understanding of what a dollar of bookings actually costs us.
  • Compare cost per dollar of bookings across products and motions.
  • Hold the seller-level detail that makes this real.
  • Produce the authoritative statement of who gets paid what at month- and quarter-end.
• GTM Model & Routes-to-Market Analysis
  • Model coverage and route-to-market alternatives before they become decisions.
  • Size addressable opportunity against realized yield by segment and vertical.
  • Quantify the transition cost of a model change.
  • Build the analytical evidence base for segmentation, account-tiering, and specialization decisions.
• Analytical Partnership to the Planning Cycle
  • Serve as the primary quantitative input into the annual territory and quota-setting cycle.
  • Pressure-test the plan before it goes out.
  • Partner closely with GTM Readiness, FP&A, and Comp.
  • Reconcile the plan's math to FP&A's revenue model.
• Data & Analytical Craft
  • Build your own data — write the SQL, stand up the Sigma/Tableau views.
  • Establish reusable models and consistent definitions.
  • Document methodology so a model survives Finance-grade scrutiny.
• M&A and Inorganic Analysis
  • Model the GTM impact of acquisitions.
  • Pressure-test deal-model GTM assumptions.
  • Support integration decisions with analysis on territory consolidation.

Qualifications

• Exceptional quantitative modeling ability.
• Fluency in SaaS revenue mechanics.
• Fluency in the mechanics of seller economics.
• Judgment, not just math.
• 5–8 years in a quantitative, revenue-facing role.
• Expert Excel/Google Sheets skills.
• Can turn a model into a short executive argument.
• Precision against a close calendar.
• Comfort operating in ambiguity.

Nice-to-haves

• Experience with planning tools (Anaplan, Pigment, or similar).
• Working familiarity with Salesforce data.
• Python, R, or dbt for heavier data work.
• Exposure to M&A diligence or GTM integration.
• Experience presenting to a CRO, CFO, or board audience.

Requirements

• $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: 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.