Revenue Systems Director, Revenue Operations - 11912

• Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
• Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
• Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. 

What You'll 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

• Bachelor's 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.