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Coupa Software is seeking a Director, Revenue Systems — Revenue Operations to lead the design, implementation, and adoption of revenue systems and processes across the go-to-market organization. This is a strategic leadership role accountable for how the revenue systems stack (CRM, sales engagement, prospecting, conversational intelligence, forecasting) is used in the field and the business outcomes that result.
You will own end-to-end process design and standards of use for the revenue systems stack, serving as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services, and Sales Enablement. You will translate field requirements into documented process and solution requirements, prioritize them with the Director of Platform and Architecture, and hold joint accountability for strategy, roadmap, and solution design.
Key responsibilities include:
**Process Design & Standards**: Define go-to-market process design (prospecting, opportunity progression, forecast cadence, pipeline hygiene, partner engagement), establish standards of use for each platform, and ensure process-driven data quality.
**Field Engagement**: Establish structured mechanisms for capturing field requirements, friction, and feedback across segments, regions, and routes to market. Represent field impact in planning cycles and ensure process design accounts for necessary variation while driving standardization.
**Rollout & Change Management**: Own the rollout of system and process changes, including impact assessment, communication planning, phasing, and readiness criteria. Drive adoption against defined targets and remediate shortfalls. Manage stakeholder alignment and escalate resistance to leadership.
**Enablement Design**: Design the systems enablement program (learning objectives, content, role-based curricula, certification, reinforcement). Partner with Sales Enablement on delivery and maintain field-facing documentation.
**Forecasting & Pipeline**: Own the forecasting and pipeline inspection process, including cadence, participation standards, and roll-up hierarchy. Partner with Sales and Finance on forecast accuracy improvement and define deal inspection routines.
**AI Adoption**: Identify and prioritize AI and automation use cases based on field friction and process constraints. Drive field adoption through pilot design, workflow redesign, and outcome measurement.
Performance will be measured on adoption of released capability by segment and region, process compliance (activity capture, stage discipline), forecast accuracy and data quality, seller time allocation and productivity, field satisfaction with revenue systems, and quality of process documentation.
**Requirements:**
Minimum Qualifications:
- Bachelor's degree or equivalent practical experience
- 10+ years in Revenue Operations, Sales Operations, Sales Enablement, or go-to-market strategy and operations with significant field-facing responsibility
- Demonstrated accountability for designing and rolling out go-to-market processes supported by technology at scale across multiple segments or regions
- Demonstrated ownership of adoption outcomes for system or process change, including measurement and remediation of adoption shortfalls
- Working knowledge of CRM, sales engagement, prospecting and contact data, conversational intelligence, and forecasting platforms from a process and usage perspective
- Demonstrated experience designing enablement or training programs for a sales organization
- Demonstrated ability to influence senior go-to-market stakeholders without direct authority and hold process standards under commercial pressure
- Demonstrated analytical capability including definition of adoption and process measures, data sourcing, and evaluation of change outcomes
- Demonstrated experience with forecasting and pipeline management processes in an enterprise sales environment
Preferred Qualifications:
- Experience in B2B enterprise software with multi-segment, multi-region sales organization and established partner channel
- Prior experience in quota-carrying, sales management, or field-facing role
- Experience integrating professional services or advisory motions into go-to-market processes
- Formal change management qualification or equivalent demonstrated methodology experience
- Prior experience building and leading a field operations or enablement team
