Revenue Strategic Programs Director, Coupa
$152-213.3k
Business spending management platform
Be an early applicant
Business spending management platform
1001+ employees
Be an early applicant
$152-213.3k
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or a related field, ideally at a B2B SaaS or technology company
- Proven experience leading complex, cross-functional, global programs that spanned multiple revenue functions and delivered measurable results
- Demonstrated change management expertise, including driving adoption of new processes, tools, or go-to-market motions among large field teams
- Strong strategic thinking, with the ability to move quickly from big-picture strategy to detailed execution plans
- Excellent program and project management discipline, including planning, governance, risk management, and status reporting
- Strong analytical skills and comfort with revenue metrics such as pipeline, conversion, bookings, ARR, retention, and sales productivity
- Outstanding communication and executive presence, with the ability to influence senior stakeholders and frontline teams
- Comfort with ambiguity, and the ability to prioritize and make sound decisions in a fast-paced environment
What the job involves
- The Revenue Strategic Programs Director is a high-impact strategic catalyst. You will drive global cohesion, steer the top revenue-generating priorities, and lead end-to-end execution across Coupa’s Revenue Organizations
- You will bridge high-level strategy and operational reality. That means designing and implementing robust revenue programs while staying focused on change management and tracking execution for the field
- This role suits a change agent who shifts gears easily. You are strategic, design-oriented, and consultative. You are also execution-focused, rigorous, and programmatic, so that key initiatives stick and deliver measurable business value
- Own the portfolio of top-priority global revenue programs, from concept and business case through launch, adoption, and measurable impact
- Translate executive revenue strategy into clear program charters, success metrics, timelines, and resourcing plans
- Prioritize and sequence initiatives across Sales, Specialists, Presales, Partnerships, Enablement, Finance, and Product so the field is not overloaded and the highest-value priorities move first
- Anticipate dependencies, risks, and trade-offs. Escalate with clear recommendations and drive timely decisions
- Align regions, segments, and functions around a single set of revenue priorities, a shared operating rhythm, and consistent execution
- Partner with CRO and COO, along with leaders across the Revenue Org and adjacent teams to remove silos and resolve conflicting priorities
- Facilitate executive steering committees, program reviews, and planning cycles, such as annual planning, quarterly business reviews, and revenue kickoffs
- Design scalable programs, processes, and governance models that work at global scale and can be tailored to regional and segment needs
- Use data, field input, and customer insight to diagnose revenue-performance gaps and develop solutions
- Build and maintain the playbooks, frameworks, and templates that make program delivery repeatable
- Lead change management for revenue initiatives, including stakeholder mapping, communications, training and enablement coordination, and reinforcement
- Act as the voice of the field in program design, and the voice of strategy in the field
- Define and track adoption metrics, then act on what they show: correct course, reinforce, or retire initiatives that aren’t delivering
- Run rigorous program management, including milestones, status reporting, RAID logs, and clear ownership and accountability
- Design dashboards and executive reporting that connect program activity to pipeline, bookings, retention, expansion, and productivity outcomes
- Measure and communicate business value realized, and capture lessons learned to improve future programs
- Lead through influence across a matrixed global organization, and direct or mentor program managers and project resources as the portfolio requires
- Act as a trusted advisor to the CRO, COO and revenue leadership on strategy, prioritization, and organizational readiness
Our take
In 2006, Coupa was created to be a provider of business spending management (BSM) services. Since then, it has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions.
Coupa has been recognized as a leading brand in third-party risk management (TPRM). Using AI software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Most recently, the company acquired intelligent document processing partner, Rossum, in a move set to strengthen its source-to-pay capabilities and expand AI-powered invoice automation across the wider platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company HQ
Town Center, Foster City, CA
Leadership
Leagh Turner
(CEO & Board Of Directors)Previously on the Board of Directors at Plan International Canada, was the Co-CEO of Ceridian and was COO at SAP.
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