Revenue Strategic Programs Director

Coupa Software • Chicago, IL

20h

About The Position

The Revenue Strategic Programs Director is a high-impact strategic catalyst who drives global cohesion, steers top revenue-generating priorities, and leads end-to-end execution across Coupa’s Revenue Organizations. The role bridges executive strategy and operational reality by designing and implementing revenue programs, managing change, and tracking execution and measurable business impact for the field.

The position requires a strategic, design-oriented, consultative approach combined with rigorous, programmatic execution. The Director owns a portfolio of global revenue programs, aligns regions and functions around shared priorities, designs scalable operating models, leads field adoption, and measures outcomes. The role leads through influence in a matrixed global organization and may direct or mentor program managers and project resources as needed. It serves as a trusted advisor to the CRO, COO, and revenue leadership on strategy, prioritization, and organizational readiness.

Requirements

• 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or a related field.
• Proven experience leading complex, cross-functional, global programs spanning multiple revenue functions and delivering measurable results.
• Demonstrated change management expertise, including driving adoption of new processes, tools, or go-to-market motions among large field teams.
• Strong strategic thinking and the ability to move from big-picture strategy to detailed execution plans quickly.
• Excellent program and project management discipline, including planning, governance, risk management, and status reporting.
• Strong analytical skills and comfort with revenue metrics such as pipeline, conversion, bookings, ARR, retention, and sales productivity.
• Outstanding communication and executive presence, with the ability to influence senior stakeholders and frontline teams.
• Comfort with ambiguity and the ability to prioritize and make sound decisions in a fast-paced environment.

Nice To Haves

• Experience at a B2B SaaS or technology company.

Responsibilities

• Own the portfolio of top-priority global revenue programs from concept and business case through launch, adoption, and measurable impact.
• Translate executive revenue strategy into program charters, success metrics, timelines, and resourcing plans.
• Prioritize and sequence initiatives across Sales, Specialists, Presales, Partnerships, Enablement, Finance, and Product to manage field capacity and advance high-value priorities.
• Anticipate dependencies, risks, and trade-offs; escalate with recommendations and drive timely decisions.
• Align regions, segments, and functions around revenue priorities, a shared operating rhythm, and consistent execution.
• Partner with the CRO, COO, Revenue Organization leaders, and adjacent teams to remove silos and resolve conflicting priorities.
• Facilitate executive steering committees, program reviews, and planning cycles, including annual planning, quarterly business reviews, and revenue kickoffs.
• Design scalable programs, processes, and governance models that work globally and can be tailored to regional and segment needs.
• Use data, field input, and customer insight to diagnose revenue-performance gaps and develop solutions.
• Build and maintain playbooks, frameworks, and templates that make program delivery repeatable.
• Lead change management for revenue initiatives, including stakeholder mapping, communications, and coordination of training and enablement.
• Represent the field in program design and communicate strategy to the field.
• Define and track adoption metrics, then adjust, reinforce, or retire initiatives based on results.
• Run program management processes, including milestone tracking, status reporting, RAID logs, ownership, and accountability.
• Design dashboards and executive reporting that connect program activity to pipeline, bookings, retention, expansion, and productivity outcomes.
• Measure and communicate realized business value, and capture lessons learned to improve future programs.
• Lead through influence across a matrixed global organization and direct or mentor program managers and project resources as needed.
• Advise the CRO, COO, and revenue leadership on strategy, prioritization, and organizational readiness.

Benefits

• Two company-wide paid wellness days off each year.
• A paid day off on the employee’s birthday or another day of their choice within their birthday month.
• 40 hours of paid volunteer time off annually.
• Free, confidential, 24/7/365 Employee Assistance Program covering emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business travel protection through Zurich Travel Assist, including medical, safety, pre-trip planning, and emergency support.
• Monetary referral bonuses for successful employee referrals.
• Location-specific benefits packages, which include comprehensive medical and dental insurance, retirement or pension plans, and life or accident protection.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed