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Coupa is seeking a Revenue Strategic Programs Director to serve as a strategic catalyst driving global revenue program execution and organizational alignment. This is a high-impact role bridging executive strategy with operational reality across Coupa's global Revenue Organization.
In this position, you will own a portfolio of top-priority revenue programs from conception through launch, adoption, and measurable impact. You will translate executive revenue strategy into clear program charters, success metrics, timelines, and resourcing plans. Key responsibilities include prioritizing and sequencing initiatives across Sales, Specialists, Presales, Partnerships, Enablement, Finance, and Product to prevent field overload while ensuring highest-value priorities move first.
You will drive global cohesion and cross-functional alignment by partnering with the CRO, COO, and revenue leadership to remove silos and resolve conflicting priorities. You'll facilitate executive steering committees, program reviews, and planning cycles including annual planning, quarterly business reviews, and revenue kickoffs. You will design scalable programs, processes, and governance models that work at global scale while being tailored to regional and segment needs.
Change management is central to this role. You will lead adoption initiatives for revenue programs, including stakeholder mapping, communications, training coordination, and reinforcement. You'll act as the voice of the field in program design and the voice of strategy in the field. You will define and track adoption metrics, then act on findings to correct course, reinforce, or retire initiatives.
Execution rigor is essential. You will run disciplined program management with clear milestones, status reporting, RAID logs, and ownership accountability. You'll design dashboards and executive reporting connecting program activity to pipeline, bookings, retention, expansion, and productivity outcomes. You will measure and communicate business value realized and capture lessons learned.
You will lead through influence across a matrixed global organization, potentially directing or mentoring program managers and project resources. You'll serve as a trusted advisor to revenue leadership on strategy, prioritization, and organizational readiness.
Coupa is a leader in AI-powered total spend management, leveraging trillions of dollars of spend data across a global network of 10M+ buyers and suppliers. The company emphasizes pioneering technology, collaborative culture, and global impact.
REQUIREMENTS:
- 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or related field, ideally at a B2B SaaS or technology company
- Proven experience leading complex, cross-functional, global programs spanning multiple revenue functions with 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 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 ability to influence senior stakeholders and frontline teams
- Comfort with ambiguity and ability to prioritize and make sound decisions in fast-paced environment
