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Coupa is seeking a Revenue Strategy & Readiness Director to architect and operationalize the company's global go-to-market engine. Reporting to the Global VP of Revenue Strategy & Planning, you will own the Global Sales Roster (GSR) and Quota Allocation Model (QAM)—the single sources of truth for headcount, territory mapping, and bookings forecasting used by HR, FP&A, Sales Leadership, and the Board.
The role operates on a dynamic cycle: during annual planning periods, you will lead cross-functional strategy and methodology design, orchestrating account pool design, territory allocation, and quota methodology across RevOps, HR, Comp, and Finance. Throughout the fiscal year, you will execute rigorous governance, maintain monthly reporting cadences for FP&A, and manage Salesforce system configurations. You will transition seamlessly between high-level stakeholder alignment and hands-on data modeling.
Key responsibilities include:
- Championing end-to-end governance of GTM infrastructure and annual planning cycles
- Fully owning the Global Sales Roster and Quota Allocation Model as absolute sources of truth
- Serving as lead architect and project manager during annual planning, orchestrating cross-functional alignment
- Partnering with IT to translate GTM requirements into system configurations
- Delivering ad-hoc analyses on territory effectiveness and productivity trends
- Providing GTM strategy and integration support during M&A activities
- Managing monthly reporting and maintaining data integrity across all stakeholders
This is a highly active, detail-oriented role requiring critical thinking and design capability—not just execution. You will build credibility across multiple functions and operate effectively in ambiguity.
REQUIREMENTS:
- 5–8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems in B2B SaaS
- Demonstrated experience personally running an annual territory/quota-setting cycle (this is not a role to learn the process for the first time)
- Advanced Excel/Google Sheets skills; Sigma/Tableau/SQL highly preferred
- Critical thinking and design mindset; comfort operating in ambiguity and building/improving processes without an existing playbook
- Strong cross-functional stakeholder management skills; ability to build credibility with IT, FP&A, HR, Talent Acquisition, and Sales leadership
NICE-TO-HAVES:
- Experience with quota/roster modeling tools (Anaplan or similar)
- Working familiarity with Salesforce (day-to-day usage and report-building; admin-level not required)
- Exposure to Sigma or similar BI/dashboarding tools
