Revenue Strategic Programs Director - Change Agent

Coupa Software, Inc. • San Francisco, CA

4d • $177,000 - $247,000

About The Position

The Revenue Strategic Programs Director – Change Agent owns the change-management and field-communications layer of Coupa’s revenue programs. The role ensures the field understands current priorities, what has changed, and what actions to take by turning strategy and program decisions into simple, timely, actionable messages and confirming they are understood and acted upon.

The director builds reliable communication channels between revenue leadership and field teams, shapes messaging with senior executives and listens to sellers, managers, and customer-facing teams. The position also leads change planning and adoption, supports strategic revenue programs with program-management discipline, develops feedback loops, measures communication effectiveness and adoption, and reports progress and risks to revenue leadership.

Requirements

• At least 10 years of experience in revenue operations, sales strategy or enablement, change management, strategic communications, program management, consulting, or a related field.
• Demonstrated success driving change management and adoption among large, distributed field or sales teams.
• Exceptional writing and communication skills, including the ability to make complex topics simple, accurate, and actionable.
• Experience building and operating communication channels, cadences, and content for sales or customer-facing audiences.
• Strong program and project management skills, 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 work across a matrixed global organization.
• Comfort working with ambiguity and at pace, with sound judgment about what the field needs to hear first.

Nice To Haves

• Experience in a B2B SaaS or technology company.

Responsibilities

• Design, launch, and operate clear, consistent communication channels for revenue priorities and changes.
• Establish a communication cadence, including regular priority updates, change digests, and rapid-response notices.
• Maintain a single source of truth for current revenue priorities, programs, and process changes.
• Translate complex strategy, policy, and program decisions into concise, actionable messages for sellers, managers, and customer-facing teams.
• Tailor communications by region, segment, and role, and define who needs to know what and when.
• 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 messaging, training, and tools around changes.
• Equip frontline managers with talking points, FAQs, and guidance to communicate changes to their teams.
• Track adoption and understanding, adjusting the change approach, message, or channel when needed.
• Work with revenue leaders to prioritize and sequence revenue-generating initiatives into a clear, actionable list for the field.
• Reduce competing communications and shorten the time between leadership decisions, field awareness, and action.
• Create two-way feedback channels, such as surveys, manager forums, and field advisory groups.
• Represent field perspectives to leadership by surfacing friction, confusion, and unintended consequences.
• Close the feedback loop by showing the field how its input led to changes.
• Support strategic revenue programs through milestones, owners, dependencies, and status reporting.
• Define and track measures of communication effectiveness and change adoption, including reach, comprehension, time to action, and behavior change, and connect them to revenue outcomes.
• Use leaderboards and incentives to encourage participation.
• Report progress, risks, and lessons learned to the CRO, COO, and revenue leadership.

Benefits

• Two company-wide paid wellness days 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 offering counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business travel protection with medical, safety, pre-trip planning, and emergency support.
• Monetary referral bonuses for successful employee referrals.
• Location-specific benefits packages that include 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