Revenue Strategy & Readiness Director - 11913

Coupa Software • Chicago, IL

5d • Remote

About The Position

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.

Requirements

• 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
• 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

• Sigma/Tableau/SQL highly preferred
• 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

Responsibilities

• Champion the end-to-end governance of Coupa’s GTM infrastructure and drive our critical annual planning cycles.
• 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.
• Act as the lead architect and project manager for annual planning cycles, orchestrating account pool design, territory allocation, and quota methodology across RevOps, HR, Comp, and Finance.
• Transition seamlessly from high-level stakeholder alignment to hands-on data modeling.
• Partner closely with IT to translate complex GTM requirements into system configurations.
• Deliver ad-hoc analyses on territory effectiveness and productivity trends.
• Provide vital GTM strategy and integration support during M&A activities.

Benefits

• Two designated, company-wide paid wellness days off each year
• A paid day off on your birthday or another day of your choice within your birthday month
• 40 hours of paid VTO annually
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel
• Referral Bonus Program: Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles
• Comprehensive medical/dental insurance
• Retirement/pension plans
• Life or accident protection

What This Job Offers

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