Revenue Strategy & Economics Director

🔥 0 minutes ago

🤠 Texas – Remote

🤠 Texas – Remote

💵 $104k - $145.3k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

🦅 H1B Visa Sponsor

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Coupa Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2006

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

Coupa Software is a leading provider of business spend management solutions. Their platform focuses on optimizing and transforming direct and indirect spend across procurement, finance, supply chain, and IT. Coupa leverages AI and extensive data insights to drive cost efficiencies, manage supplier relationships, and mitigate risks. With products covering areas such as invoicing, payments, expense management, and supply chain collaboration, Coupa serves a wide range of industries including automotive, healthcare, retail, and more. Their comprehensive community and partner ecosystem enable organizations to unlock hidden savings and improve compliance, promoting growth and resilience in a changing economic climate.

📋 Description

• Build and own investment scenario models for go-to-market spending, including headcount, segment and geographic expansion, coverage changes, overlays, specialists, and partner leverage • Structure base, upside, and downside scenarios with assumptions, sensitivities, and break-even conditions • Translate models into funding, deferral, and stopping recommendations with expected bookings and efficiency impacts • Partner with RevOps Intelligence to source data, build and pressure-test models, and present findings to CRO- and CFO-level stakeholders • Model productive capacity, ramp curves, attrition, backfill lag, quota coverage, and actual carrying capacity by segment, geography, and role • Quantify marginal returns on additional AE, SE, SDR, and overlay investments • Build headcount investment cases for Revenue leadership and stress-test hiring plans • Own productivity analytics covering time to first deal, productivity, attainment, win rates, cycle length, attrition, territory disruption, retention, enablement, and ramp acceleration • Analyze cost per dollar of bookings, sales efficiency, CAC payback, and structural productivity drivers • Own cost-of-sale analysis by product, segment, and go-to-market motion • Produce authoritative seller-level compensation calculations for complex overlay and specialist cases and prepare the methodology for transition to Sales Comp and Anaplan • Model coverage and route-to-market alternatives, addressable opportunity, realized yield, segmentation, account tiering, specialization, and transition costs • Serve as the primary quantitative input into annual territory and quota setting • Pressure-test bookings targets, reconcile planning math with FP&A revenue models, and partner with GTM Readiness, FP&A, and Comp • Write SQL, build Sigma/Tableau views, create reusable models, and document methodology • Model GTM impacts of acquisitions and support integration decisions involving territory consolidation, account mapping, and coverage design

🎯 Requirements

• Exceptional quantitative modeling ability, including scenario structuring, assumptions, sensitivities, and model limitations • Fluency in SaaS revenue mechanics, including ACV, bookings, revenue, pipeline coverage, conversion, quota, capacity, ramp, attainment distribution, CAC payback, and sales efficiency • Fluency in seller economics, including quota credit and splits, overlay and specialist crediting, SKU-level bag definitions, and payout reconciliation • 5–8 years in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS • Relevant operational GTM exposure for candidates from strategy consulting, banking, private equity, corporate strategy, or FP&A backgrounds • Expert Excel/Google Sheets skills • Practical SQL and BI tool experience, such as Sigma, Tableau, or Looker • Ability to turn models into concise executive recommendations • Precision and reconciliation skills for commission calculations and financial reporting • Comfort operating in ambiguity and owning an analytical agenda • Anaplan experience strongly preferred • Experience with Anaplan, Pigment, or similar planning tools preferred • Working familiarity with Salesforce opportunity, account, and hierarchy data preferred • Python, R, or dbt experience preferred • M&A diligence or GTM integration exposure preferred • Experience presenting to CRO, CFO, or board audiences preferred

🏖️ Benefits

• Two company-wide paid wellness days off each year • Paid day off on your birthday or another day within your birthday month • 40 hours of paid volunteer time off annually • Free, confidential, 24/7/365 Employee Assistance Program counseling and resources • Business travel protection through Zurich Travel Assist • Monetary referral bonuses for successful referrals • Location-specific comprehensive medical and dental insurance • Location-specific retirement or pension plans • Location-specific life or accident protection • Inclusive and welcoming work environment