Revenue Strategy & Readiness Director - 11913

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 Strategy & Readiness Director at Coupa:

The Revenue Strategy & Readiness Director is the person who makes sure Coupa’s Revenue Org go-to-market engine has accurate, trustworthy data on who reports to whom (Org design), what accounts they are assigned (territory governance), and what they're expected to produce (quota assignment). This role owns the core quota and roster infrastructure that FP&A, HR, Sales leadership, and the Board rely on — and runs point on the annual territory and quota-setting cycle that resets that infrastructure every year. It's a role that shifts gears throughout the year: strategic and design-oriented during annual planning (territory design, quota methodology, cross-functional sign-off), and hands-on and execution-heavy the rest of the year (weekly roster updates, SFDC hygiene, ad-hoc quota changes, systems maintenance).

What You’ll Do : Sales Roster & Quota Allocation Model (QAM) — End to End

• Own the Global Sales Roster (GSR) as the single source of truth for AE headcount, territory assignment, and quota — keeping it accurate as reps join, leave, and get backfilled

• Own the quota model that calculates quota-on-the-street at any point in time and rolls up into the company's bookings forecast

• Run the recurring cadence of roster maintenance and the monthly formal submission to FP&A

• Support reports based on the Global Sales Roster as needed GTM Territory & Quota-Setting Cycle

• Run the annual territory design and quota-setting cycle from start to finish: account pool construction, holdover/do-not-touch rules, account reallocation, territory guidance and files, quota calculation methodology, and SKO launch

• Act as the de facto project manager of the cycle — owning the timeline, dependencies, and deliverables across RevOps, FP&A, Comp, and HR, and keeping every workstream on track to hit deadlines with numbers everyone trusts

• Stay hands-on in the model itself when needed — this isn't a pure coordination role; you'll be in the files and formulas as often as you're in the stakeholder meetings

• Translate territory and quota decisions into the systems and files that Sales, Comp, and Finance actually use day to day GTM Systems Infrastructure

• Partner with IT on the technical enhancements or launch of systems, translating GTM requirements into what gets configured and being a trusted SME for GTM requirements

• Serve as source-of-truth for IT on who reports to whom in the Sales org, and who should have access to what in Salesforce and other systems. Ad Hoc Analysis

• Analyze territory effectiveness and quota coverage to flag gaps or imbalances before they become planning-cycle problems

• Run other ad hoc GTM analyses as they come up — e.g., AE productivity, account pool health, AE attrition trends — to support decisions from RevOps and Sales leadership M&A Support

• Provide GTM strategy input on M&A integration — helping shape how an acquired company's go-to-market org folds into ours

• Lead the consolidation of comp plans and territories between the acquiring and acquired organizations

• Support systems migration and systems consolidation work - account mapping, requirements gathering

What You Will Bring to Coupa :

• 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; Sigma/Tableau/SQL highly preferred
• 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