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Coupa is seeking a Revenue Strategic Programs Director – Change Agent to serve as the critical bridge between revenue leadership and the field sales organization. This role owns the change management and field communication layer for Coupa's revenue programs, ensuring the field always understands what matters most, what has changed, and what to do next.
You will design and operate clear, reliable messaging channels that translate complex strategy and program decisions into simple, actionable messages for sellers, managers, and customer-facing teams. This includes establishing communication cadences (priorities updates, change digests, rapid-response notices), maintaining a single source of truth for revenue priorities, and tailoring messages by region, segment, and role.
Key responsibilities include leading change management for revenue initiatives through stakeholder mapping, impact assessment, readiness planning, and reinforcement. You will partner with Enablement, Sales Leadership, Customer Success, and Marketing to align messages, training, and tools. You'll equip frontline managers with talking points and FAQs, track adoption metrics, and adjust approach based on data.
You will work with revenue leaders to sharpen and sequence top revenue-generating priorities into a short, clear list the field can act on. You'll cut through competing asks to prevent field overwhelm and reduce the time between leadership decisions and field action. Creating two-way feedback channels—surveys, manager forums, field advisory groups—is essential; you'll act as the voice of the field with leadership, surfacing friction and unintended consequences early.
Program partnership and measurement are core: you'll bring program management discipline to strategic revenue initiatives, define metrics for communication effectiveness and adoption (reach, comprehension, time to action, behavior change), connect them to revenue outcomes, and report progress to the CRO and COO.
Requirements:
- 10+ years of experience in revenue operations, sales strategy, enablement, change management, strategic communications, program management, consulting, or related field, ideally at a B2B SaaS or technology company
- Demonstrated success driving change management and adoption among large, distributed field or sales teams
- Exceptional writing and communication skills; ability to make complex topics simple, accurate, and actionable
- Experience building and running communication channels, cadences, and content for a sales or customer-facing audience
- Strong program and project management discipline, including planning, stakeholder management, and status tracking
- Working knowledge of revenue metrics and go-to-market motions (pipeline, bookings, retention, sales productivity)
- Ability to influence senior leaders and frontline teams; experience working across matrixed global organizations
- Comfort with ambiguity and pace; judgment to prioritize what the field needs to hear first
