Revenue Strategic Programs Director - Change Agent

Coupa Software • San Francisco, CA

7h

About The Position

The Revenue Strategic Programs Director – Change Agent owns change management and field communications for Coupa’s revenue programs. The role turns revenue strategies and program decisions into clear, timely, actionable messages and confirms that those messages reach the field, are understood, and lead to action. It partners with revenue leaders and customer-facing teams to clarify priorities, manage change, gather feedback, and measure communication effectiveness and adoption.

The Director establishes trusted communication channels and cadences, maintains a single source of truth for current priorities and changes, and tailors messages to regional, segment, and role-specific audiences. The position also supports strategic revenue programs with program-management discipline and reports progress, risks, and lessons learned to revenue leadership, including the CRO and COO.

Requirements

• 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 running 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 with ambiguity and a fast pace, with the judgment to determine what the field needs to hear first.

Nice To Haves

• Experience at a B2B SaaS or technology company.

Responsibilities

• Design, launch, and manage consistent communication channels for revenue priorities and changes.
• Establish a communication cadence, including regular priority updates, change digests, and urgent notices.
• Maintain a single source of truth for revenue priorities, programs, and process changes.
• Translate complex strategy, policy, and program decisions into concise, actionable messages for sellers, managers, and customer-facing teams.
• Determine who needs each message and when, tailoring communications by region, segment, and role.
• 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 messages, training, and tools around changes.
• Equip frontline managers with talking points, FAQs, and guidance to communicate changes to their teams.
• Track adoption and understanding, and adjust the change approach, messaging, or channels based on results.
• Work with revenue leaders to prioritize and sequence revenue-generating priorities into a clear, actionable list.
• Reduce competing requests and shorten the time from leadership decisions to 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 informing the field how its input resulted in changes.
• Support strategic revenue programs with 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, including counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business travel assistance for 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