The Impact of the Revenue Systems Director, Revenue Operation at Coupa:

Director, Revenue Systems - Revenue Operations Revenue Operations 3 Reports to Leader, Demand Orchestration Position summary The Director, Revenue Systems - Revenue Operations is accountable for how the revenue systems stack is used in the field and for the business outcomes that result. The position owns process design, standards of use, rollout, change management, adoption and the design of systems enablement for the go-to-market organization. The position is the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services and Sales Enablement, and represents field requirements in the design of every capability. It holds joint accountability with the Director, Revenue Systems - Platform and Architecture for strategy, roadmap and solution design, and separate accountability for field process, adoption and enablement design.

What Youll Do:

Principal Responsibilities
Process Design and Standards of Use

• Defines the go-to-market process design supported by the revenue systems stack, including prospecting and outbound motions, opportunity progression, forecast cadence, pipeline hygiene and partner and advisory engagement.
• Defines the standards of use for each in-scope platform, including required activity capture, stage entry and exit criteria, data entry expectations and inspection routines.
• Translates field requirements into documented process and solution requirements, and prioritizes them with the Director, Revenue Systems - Platform and Architecture.
• Accountable for process-driven data quality, including remediation of defects whose root cause is field behaviour rather than system design.

Field Engagement and Requirements

• Serves as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services and Sales Enablement for revenue systems matters.
• Establishes and operates a structured mechanism for capturing field requirements, friction and feedback across segments, regions and routes to market, and converts it into prioritized demand.
• Represents field impact in planning cycles, including territory, quota, capacity and segmentation changes requiring process or system change.
• Ensures process design accounts for segment, region and partner variation, and determines where variation is warranted and where standardization is required.

Rollout, Change Management and Adoption

• Accountable for the rollout of system and process change into the field, including change impact assessment, communication planning, phasing and readiness criteria.
• Accountable for adoption of released capability, measured against defined targets, and for the remediation plan where adoption targets are not met.
• Defines and operates the inspection routines and reporting that measure process compliance and adoption by segment, region and team.
• Manages stakeholder alignment and resistance during change, escalating to the Leader, Demand Orchestration where leadership intervention is required.

Enablement Design

• Designs the systems enablement programme, including learning objectives, content, role-based curricula, certification criteria and reinforcement approach. Delivery into the field is executed by Sales Enablement.
• Partners with Sales Enablement on scheduling, delivery channel, onboarding integration and measurement of learning outcomes, and is accountable for the quality and accuracy of the content provided.
• Maintains the field-facing documentation set, including process guides, standards of use, release communications and reference materials.
• Establishes a feedback loop from enablement delivery and field usage back into process design and roadmap prioritization.

Forecasting and Pipeline Process

• Owns the forecasting and pipeline inspection process, including cadence, participation, submission standards, roll-up hierarchy expectations and the definitions applied by sales management.
• Partners with Sales, Finance and the Platform and Architecture position on forecast accuracy improvement, distinguishing process causes from system causes.
• Defines the deal inspection and pipeline review routines supported by the conversational intelligence and pipeline inspection platforms.

Artificial Intelligence Adoption

• Identifies and prioritizes artificial intelligence and automation use cases based on field friction, seller time allocation and process constraints.
• Accountable for field adoption of artificial intelligence capability, including pilot design with field participants, redesign of the affected workflows and measurement of adoption and outcome.

Performance Measures

• Adoption of released capability against defined targets, by segment and region.
• Process compliance measures, including activity capture, stage discipline and inspection routine participation.
• Forecast accuracy and pipeline data quality attributable to process, against established baselines.
• Seller time allocation and productivity measures for the motions in scope.
• Field satisfaction with revenue systems, measured through structured feedback.
• Quality and currency of process documentation and enablement content.

What You Will Bring to Coupa:

Minimum Qualifications

• Bachelors degree, or equivalent practical experience.
• Ten or more years of experience in Revenue Operations, Sales Operations, Sales Enablement or go-to-market strategy and operations, including significant field-facing responsibility.
• Demonstrated accountability for the design and rollout of go-to-market processes supported by technology, at scale and 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 the in-scope platform categories from a process and usage perspective, including CRM, sales engagement, prospecting and contact data, conversational intelligence and forecasting.
• Demonstrated experience designing enablement or training programmes for a sales organization, whether delivered directly or through an enablement function.
• Demonstrated ability to influence senior go-to-market stakeholders without direct authority, and to 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 business-to-business enterprise software with a multi-segment, multi-region sales organization and an established partner channel.
• Prior experience in a 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.

$152,000 - $213,333 a year

The successful candidates starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

The successful candidates starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.