Revenue Strategy Director

Job Summary

Seeking a dynamic and highly analytical Revenue Strategy & Readiness Director for a remote, full-time position, who will own the governance of Coupa's global go-to-market infrastructure, manage quota and territory allocations, and lead strategic planning initiatives throughout the fiscal year.

Key responsibilities

• Champion the governance of the Global Sales Roster and Quota Allocation Model, ensuring accuracy in headcount, territory mapping, and bookings forecasting
• Lead the annual planning cycle by orchestrating account pool design, territory allocation, and quota methodology across various departments
• Collaborate with IT to translate GTM requirements into system configurations and deliver analyses on territory effectiveness and productivity trends

Required qualifications

• 5-8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems within the B2B SaaS sector
• Proven experience running an annual territory/quota-setting cycle
• Advanced skills in Excel/Google Sheets; familiarity with Sigma/Tableau/SQL is highly preferred
• Ability to operate in ambiguity and improve processes without pre-existing playbooks
• Strong cross-functional stakeholder management experience, working with IT, FP&A, HR, and Sales leadership