Revenue Strategic Programs Director

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

• Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
• Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
• Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of a Revenue Strategic Programs Director - Change Agent at Coupa:

The Revenue Strategic Programs Director is a high-impact strategic catalyst. You will drive global cohesion, steer the top revenue-generating priorities, and lead end-to-end execution across Coupa’s Revenue Organizations.

You will bridge high-level strategy and operational reality. That means designing and implementing robust revenue programs while staying focused on change management and tracking execution for the field.

This role suits a change agent who shifts gears easily. You are strategic, design-oriented, and consultative. You are also execution-focused, rigorous, and programmatic, so that key initiatives stick and deliver measurable business value.

What You'll Do: : Strategic Program Leadership

• Own the portfolio of top-priority global revenue programs, from concept and business case through launch, adoption, and measurable impact.

• Translate executive revenue strategy into clear program charters, success metrics, timelines, and resourcing plans.

• Prioritize and sequence initiatives across Sales, Specialists, Presales, Partnerships, Enablement, Finance, and Product so the field is not overloaded and the highest-value priorities move first.

• Anticipate dependencies, risks, and trade-offs. Escalate with clear recommendations and drive timely decisions. Global Cohesion and Cross-Functional Alignment

• Align regions, segments, and functions around a single set of revenue priorities, a shared operating rhythm, and consistent execution.

• Partner with CRO and COO, along with leaders across the Revenue Org and adjacent teams to remove silos and resolve conflicting priorities.

• Facilitate executive steering committees, program reviews, and planning cycles, such as annual planning, quarterly business reviews, and revenue kickoffs. Program Design and Operating Model

• Design scalable programs, processes, and governance models that work at global scale and can be tailored to regional and segment needs.

• Use data, field input, and customer insight to diagnose revenue-performance gaps and develop solutions.

• Build and maintain the playbooks, frameworks, and templates that make program delivery repeatable. Change Management and Field Adoption

• Lead change management for revenue initiatives, including stakeholder mapping, communications, training and enablement coordination, and reinforcement.

• Act as the voice of the field in program design, and the voice of strategy in the field.

• Define and track adoption metrics, then act on what they show: correct course, reinforce, or retire initiatives that aren’t delivering. Execution Tracking and Business Impact

• Run rigorous program management, including milestones, status reporting, RAID logs, and clear ownership and accountability.

• Design dashboards and executive reporting that connect program activity to pipeline, bookings, retention, expansion, and productivity outcomes.

• Measure and communicate business value realized, and capture lessons learned to improve future programs. Leadership and Influence

• Lead through influence across a matrixed global organization, and direct or mentor program managers and project resources as the portfolio requires.

• Act as a trusted advisor to the CRO, COO and revenue leadership on strategy, prioritization, and organizational readiness.

What You Will Bring to Coupa: :

• 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or a related field, ideally at a B2B SaaS or technology company.
• Proven experience leading complex, cross-functional, global programs that spanned multiple revenue functions and delivered measurable results.
• Demonstrated change management expertise, including driving adoption of new processes, tools, or go-to-market motions among large field teams.
• Strong strategic thinking, with the ability to move quickly 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 comfort 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 the ability to prioritize and make sound decisions in a fast-paced environment.