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Coupa is seeking a Revenue Strategy & Economics Director to serve as the quantitative backbone of revenue investment decisions. This is an individual contributor role (no direct reports) based in the Americas time zones with some travel required.
You will own scenario modeling and financial analysis that informs where Coupa deploys its go-to-market budget. Working closely with RevOps Intelligence and FP&A, you will build investment cases, stress-test assumptions, and deliver recommendations to C-suite stakeholders (COO, CRO, CFO) on critical questions: headcount ROI by segment and geography, coverage model changes, specialist overlay economics, and GTM expansion decisions.
Key responsibilities include:
1. Revenue Investment Scenario Analysis: Build and own investment scenario models (base/upside/downside) for GTM spend decisions including headcount adds, segment/geo expansion, coverage changes, and partner leverage. Structure each question with explicit assumptions, sensitivities, and break-even conditions.
2. Capacity, Coverage & Headcount ROI: Model productive capacity by segment, geo, and role. Quantify marginal returns on the next hire. Build headcount investment cases and stress-test against hiring reality (e.g., 70% plan attainment, delayed landing).
3. Productivity & Efficiency Economics: Own productivity analytics explaining yield—time to first deal, full productivity ramp, attainment distribution, win rates, and cycle length by segment. Quantify bookings cost of attrition and ROI of retention/enablement investments. Interpret efficiency metrics (cost per dollar of bookings, sales efficiency, CAC payback) and distinguish signal from noise.
4. Cost of Sale Economics: Own granular understanding of bookings cost by product, segment, and motion. Compare cost per dollar across products and turns insights into coverage and overlay investment recommendations. Hold seller-level detail (role, territory, SKU bag, actuals) and produce authoritative compensation calculations for complex overlay/specialist cases. Build methodology for handoff to Sales Comp's Anaplan implementation.
5. GTM Model & Routes-to-Market Analysis: Model coverage and route-to-market alternatives (new-business/expansion splits, accounts-per-rep ratios, hybrid/partner-led motions). Size addressable opportunity against realized yield. Quantify transition costs of model changes. Build analytical evidence for segmentation and specialization decisions.
6. Analytical Partnership to Planning Cycle: Serve as primary quantitative input into annual territory and quota-setting. Pressure-test the plan before rollout. Partner with GTM Readiness, FP&A, and Comp. Reconcile plan math to FP&A's revenue model.
7. Data & Analytical Craft: Build your own data—write SQL, stand up Sigma/Tableau views, establish reusable models with consistent definitions. Document methodology for Finance-grade scrutiny and reproducibility.
8. M&A and Inorganic Analysis: Model GTM impact of acquisitions (combined capacity, coverage, cross-sell assumptions, realistic ramp). Pressure-test deal-model assumptions. Support integration decisions with territory and coverage analysis.
REQUIREMENTS:
- Exceptional quantitative modeling ability; structure ambiguous questions into scenarios with rigorous assumptions, sensitivities, and awareness of model limitations. Anaplan experience strongly preferred.
- Fluency in SaaS revenue mechanics: ACV vs. bookings vs. revenue, pipeline coverage and conversion, quota and capacity math, ramp, attainment distribution, CAC payback, sales efficiency.
- Fluency in seller economics mechanics: quota credit and splits, overlay and specialist crediting, SKU-level bag definitions, ability to reconcile calculated payouts against finance actuals.
- Judgment, not just math—identify which questions matter, take positions, defend them with senior stakeholders.
- 5–8 years in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS. Strategy consulting, banking/PE, corporate strategy, and FP&A backgrounds acceptable if paired with real operational exposure to GTM mechanics (territory balancing, seller crediting/pay).
- Expert Excel/Google Sheets—multi-scenario models with auditability; SQL and BI tool (Sigma, Tableau, Looker) used in practice, not just conceptually.
- Ability to turn models into short executive arguments—recommendation, two key numbers, articulation of unknowns.
- Precision against close calendar; commission calculations must be right, reconcilable, and defensible line by line.
- Comfort operating in ambiguity and owning an analytical agenda without a pre-written playbook.
NICE-TO-HAVES:
- Experience with planning tools (Anaplan, Pigment, or similar), particularly capacity and quota modeling.
- Working familiarity with Salesforce data (opportunity, account, hierarchy structures).
- Python, R, or dbt for heavier data work.
- Exposure to M&A diligence or GTM integration.
- Experience presenting to CRO, CFO, or board audiences.
