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Coupa Software is seeking a Field Operations Director to lead Revenue Operations and serve as a strategic advisor to senior sales leadership. This role is central to driving alignment across go-to-market teams and optimizing revenue performance through operational excellence, process standardization, and data-driven decision-making.
Key Responsibilities:
- Act as trusted advisor and operational partner to senior sales leaders, translating strategy into execution
- Implement and execute Coupa's Revenue Operating Model across the organization
- Lead territory planning, quota setting, and related processes aligned to corporate goals
- Develop and implement best-practice processes and cadences for reporting, forecasting, quota management, and revenue optimization
- Oversee creation, accuracy, and distribution of revenue metrics, reports, and business intelligence
- Enhance business operations processes covering applications, data, reporting, field engagement, and change management
- Build strong cross-functional relationships with field leadership, IT, and revenue support teams to drive process optimization
- Mentor Revenue Operations team members and foster a high-performance culture
- Manage stakeholders and influence decision-making across the organization
About Coupa:
Coupa is a leader in total spend management, powered by AI informed by trillions of dollars of spend data across a global network of 10M+ buyers and suppliers. The company empowers businesses to predict, prescribe, and automate smarter, more profitable decisions to improve operating margins.
Requirements:
- Bachelor's degree in Business-related discipline (MBA and/or CPA preferred)
- 5-8 years of relevant experience in Revenue, Revenue Operations, Sales Strategy, or Business Operations
- 5+ years of experience in the software industry and cloud platform businesses (B2B, HCM, and/or SaaS technology preferred)
- Strong executive presence and communication skills with ability to lead through influence and credibility
- Solid leadership skills with ability to act independently
- Strong understanding of revenue processes and ability to translate knowledge across teams
- Excellent analytical skills, problem-solving, organization, and attention to detail
- Sharp business acumen, judgment, and strong project management skills
- Ability to work in fast-paced, collaborative environments
- Results-driven and naturally curious with ability to motivate others
- Required technical skills: Salesforce, Clari, Microsoft Excel, and revenue analytics experience (Tableau or other data visualization tools preferred)
