Revenue Strategy & Readiness Director

📋 Description

• Own the Global Sales Roster (GSR) as the single source of truth for AE headcount, territory
• Own the quota model that calculates quota-on-the-street at any point in time and rolls up into the
• Run the recurring cadence of roster maintenance and the monthly formal submission to FP&A
• Support reports based on the Global Sales Roster as needed
• Run the annual territory design and quota-setting cycle from start to finish: account pool
• Act as the de facto project manager of the cycle — owning the timeline, dependencies, and

🎯 Requirements

• Critical thinking skills - this is a design role, not just an execution role
• 5–8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems, in B2B SaaS
• Has personally run an annual territory/quota-setting cycle before — this is not a role to learn
• Advanced Excel/Google Sheets skills; Sigma/Tableau/SQL highly preferred
• Comfort operating in ambiguity and building/improving process without a playbook already written
• Strong cross-functional stakeholder management — this role works constantly with IT, FP&A, HR

🎁 Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when