Revenue Systems Director, Revenue Operations

🔥 20 hours ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $152k - $213.3k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

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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

• Define go-to-market process design for prospecting, outbound motions, opportunity progression, forecasting, pipeline hygiene, and partner/advisory engagement • Define platform standards of use, activity capture requirements, stage criteria, data expectations, and inspection routines • Translate field requirements into documented process and solution requirements and prioritize them with Platform and Architecture leadership • Own process-driven data quality and remediate field-behavior defects • Serve as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services, and Sales Enablement • Capture and prioritize field requirements, friction, and feedback across segments, regions, and routes to market • Represent field impact in territory, quota, capacity, and segmentation planning • Lead rollout of system and process changes, including impact assessment, communications, phasing, and readiness • Drive capability adoption, inspection routines, compliance reporting, and remediation plans • Manage stakeholder alignment and resistance during change • Design systems enablement programs, curricula, certification criteria, and reinforcement approaches • Partner with Sales Enablement on delivery, onboarding, scheduling, and learning-outcome measurement • Maintain field-facing process documentation, standards, release communications, and reference materials • Own forecasting and pipeline inspection processes and improve forecast accuracy with Sales, Finance, and Platform Architecture • Define deal inspection and pipeline review routines using conversational intelligence and pipeline inspection platforms • Identify and prioritize AI and automation use cases • Lead AI capability pilots, workflow redesign, and adoption and outcome measurement

🎯 Requirements

• 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 • Experience designing and rolling out technology-supported go-to-market processes at scale across multiple segments or regions • Experience owning adoption outcomes for system or process change, including measuring and remediating adoption shortfalls • Working knowledge of CRM, sales engagement, prospecting and contact data, conversational intelligence, and forecasting platforms • Experience designing enablement or training programs for a sales organization • Ability to influence senior go-to-market stakeholders without direct authority and uphold process standards • Analytical capability, including defining adoption and process measures, sourcing data, and evaluating change outcomes • Experience with forecasting and pipeline management in an enterprise sales environment • Bachelor's degree in a technical discipline, or equivalent practical experience • Ten or more years of experience in go-to-market systems, Revenue Operations, Sales Systems or enterprise applications, including significant technical or architectural experience • Experience architecting and delivering a multi-platform revenue or go-to-market technology stack • Advanced Salesforce knowledge, including data model and object architecture, automation, permissions, release management, and platform customization constraints • Experience designing and operating integrations across go-to-market platforms, including error handling, monitoring, and data reconciliation • Experience owning data architecture and data quality in customer or revenue data environments • Experience implementing AI or automation in a go-to-market context, including governance and measurement • Experience partnering with Information Technology and Information Security functions in enterprise change and architecture processes • Experience leading platform evaluation, selection, and consolidation with documented business cases

🏖️ Benefits

• Two company-wide paid wellness days off each year • Paid birthday day off • 40 hours of paid volunteer time off annually • Free, confidential, 24/7/365 Employee Assistance Program • Business travel medical, safety, pre-trip planning, and emergency support • Monetary referral bonuses • Location-specific medical and dental insurance • Location-specific retirement/pension plans • Location-specific life or accident protection