Revenue Strategic Programs Director

Coupa Software, Inc. • Chicago, IL

4d • $152,000 - $213,333

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 execution by designing and implementing revenue programs, leading change management, and tracking field adoption and business impact.

This position owns a portfolio of global revenue programs from concept and business case through launch, adoption, and measurable outcomes. It aligns regions, segments, and functions around shared priorities and operating rhythms; designs scalable programs and governance; and uses data, field input, and customer insight to address revenue-performance gaps. The role also provides rigorous program oversight, connects initiative activity to revenue outcomes, and advises senior revenue leaders on strategy, prioritization, and organizational readiness. It leads through influence in a global matrixed organization and may direct or mentor program managers and project resources.

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 processes, tools, or go-to-market motions among large field teams.
• Strong strategic thinking and ability to move from big-picture strategy to detailed execution plans.
• Excellent program and project management discipline, including planning, governance, risk management, and status reporting.
• Strong analytical skills and familiarity 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 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 high-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.
• Anticipate dependencies, risks, and trade-offs; escalate with recommendations and drive timely decisions.
• Align regions, segments, and functions around shared revenue priorities, operating rhythms, and consistent execution.
• Partner with the CRO, COO, and leaders across the Revenue Organization and adjacent teams to remove silos and resolve conflicting priorities.
• Facilitate executive steering committees, program reviews, annual planning, quarterly business reviews, and revenue kickoffs.
• Design scalable programs, processes, and governance models for global use, with regional and segment adaptation as needed.
• Use data, field input, and customer insight to diagnose revenue-performance gaps and develop solutions.
• Build and maintain playbooks, frameworks, and templates for repeatable program delivery.
• Lead change management, including stakeholder mapping, communications, training and enablement coordination, and reinforcement.
• Represent field perspectives in program design and communicate strategy to the field.
• Define and track adoption metrics, then correct course, reinforce, or retire initiatives based on results.
• Manage program milestones, 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 each year.
• A paid day off on the employee’s birthday or another chosen day 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 through Zurich Travel Assist, including medical, safety, pre-trip planning, and emergency support.
• Monetary employee referral bonuses for successful referrals.
• Location-specific benefits packages, which may 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