Director of Revenue Strategy & Readiness

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

• Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

• Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

• Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

About the Role: Revenue Strategy & Readiness Director

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

As the Revenue Strategy & Readiness Director, you will champion the end-to-end governance of Coupa’s GTM infrastructure and drive our critical annual planning cycles. You will 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. When the annual planning cycle begins, you will step up as the lead architect and project manager—orchestrating account pool design, territory allocation, and quota methodology across RevOps, HR, Comp, and Finance. This is a highly active, "in-the-details" role where you will transition seamlessly from high-level stakeholder alignment to hands-on data modeling. Additionally, you will partner closely with IT to translate complex GTM requirements into system configurations, deliver ad-hoc analyses on territory effectiveness and productivity trends, and provide vital GTM strategy and integration support during M&A activities.

What You Will Bring to Coupa

● 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

● Has personally run an annual territory/quota-setting cycle before — this is not a role to learn that process for the first time or where you can wait to be told what to do

● Advanced Excel/Google Sheets skills ; Sigma/Tableau/SQL highly preferred

● Comfort operating in ambiguity and building/improving process without a playbook already written

● Strong cross-functional stakeholder management — this role works constantly with IT, FP&A, HR, Talent Acquisition, and Sales leadership, and needs to build credibility with all of them 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