Revenue Strategy & Readiness Director - 11913
About The Position
The Revenue Strategy & Readiness Director is responsible for ensuring the accuracy and trustworthiness of data within Coupa's Revenue Organization's go-to-market engine. This includes maintaining accurate records of organizational structure (who reports to whom), account assignments (territory governance), and production expectations (quota assignment). This role owns the fundamental infrastructure for quotas and rosters, which are critical for FP&A, HR, Sales leadership, and the Board. The position leads the annual territory and quota-setting cycle, which resets this infrastructure each year. The role's nature shifts throughout the year, being strategic and design-focused during annual planning (territory design, quota methodology, cross-functional sign-off) and becoming hands-on and execution-heavy for the remainder of the year (weekly roster updates, Salesforce hygiene, ad-hoc quota adjustments, systems maintenance).
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 within B2B SaaS.
- Proven experience in personally running an annual territory/quota-setting cycle.
- Advanced Excel/Google Sheets skills.
- Comfort operating in ambiguity and building/improving processes without an existing playbook.
- Strong cross-functional stakeholder management skills, with the ability to build credibility with IT, FP&A, HR, Talent Acquisition, and Sales leadership.
Nice To Haves
- Sigma/Tableau/SQL skills are highly preferred.
Responsibilities
- Own the Global Sales Roster (GSR) as the single source of truth for AE headcount, territory assignment, and quota, ensuring accuracy as representatives join, leave, or are backfilled.
- Manage the quota model that calculates quota-on-the-street at any given time and aggregates into the company's bookings forecast.
- Oversee the recurring cadence of roster maintenance and the monthly formal submission to FP&A.
- Provide support for reports based on the Global Sales Roster as needed.
- Lead the annual territory design and quota-setting cycle from initiation to completion, including account pool construction, holdover/do-not-touch rules, account reallocation, territory guidance and files, quota calculation methodology, and SKO launch.
- Act as the project manager for the territory and quota-setting cycle, managing the timeline, dependencies, and deliverables across RevOps, FP&A, Comp, and HR, ensuring all workstreams meet deadlines with trusted data.
- Remain hands-on with the model, actively participating in files and formulas as well as stakeholder meetings.
- Translate territory and quota decisions into the systems and files utilized daily by Sales, Comp, and Finance.
- Partner with IT on technical enhancements or system launches, translating GTM requirements into system configurations and serving as a Subject Matter Expert (SME) for GTM requirements.
- Act as the source-of-truth for IT regarding the Sales organization's reporting structure and access permissions in Salesforce and other systems.
- Analyze territory effectiveness and quota coverage to identify potential gaps or imbalances before they become issues during the planning cycle.
- Conduct other ad hoc GTM analyses as needed, such as AE productivity, account pool health, and AE attrition trends, to support decisions from RevOps and Sales leadership.
- Provide GTM strategy input for M&A integration, assisting in the process of incorporating an acquired company's go-to-market organization.
- Lead the consolidation of compensation plans and territories between acquiring and acquired organizations.
- Support systems migration and consolidation efforts, including account mapping and requirements gathering.
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 Volunteer Time Off (VTO) annually.
- Employee Assistance Program (EAP) offering free, confidential, 24/7/365 counseling and resources.
- Business Travel Protection through Zurich Travel Assist.
- Referral Bonus Program.
- Comprehensive medical/dental insurance (location-specific).
- Retirement/pension plans (location-specific).
- Life or accident protection (location-specific).
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
