Field Operations Director

The Impact of a Field Operations Director at Coupa:

The mission of Revenue Operations is to drive alignment across our go-to-market teams and optimize revenue performance. As a Lead Revenue Operations Business Partner, you will serve as the strategic advisor and operational partner to senior sales leaders. You’ll be responsible for increasing operational efficiencies, streamlining processes, managing performance metrics, and enabling data-driven decisions across the Revenue organization. Your responsibilities include Go-To-Market execution, demand planning, forecasting, pipeline health, performance management, reporting & analytics, business insights, business processes, and sales tools, and ensuring the revenue excellence model is standardized and implemented across the Revenue business.

What You'll Do:

• Act as the trusted advisor and partner to the business with credibility and influence from strategy to execution
• Implement and execute the Coupa Revenue Operating Model.
• Provide leadership and counsel to sales leaders to implement objectives and cadences that appropriately reflect and drive our business goals.
• Drive territory planning and quota setting processes and related activities, working with cross-functional teams to build plans that align to corporate goals and strategy.
• Develop and implement best-practices, processes, and cadences to establish quality, accuracy, and process consistency across reporting, forecasting, quota setting and management, and overall revenue process optimization while minimizing administrative overhead.
• Oversee the creation, accuracy, and efficient distribution of revenue metrics, reports, and other revenue related business intelligence essential to the organization.
• Actively contribute to the enhancement of business operations processes covering applications, data, reporting, field engagement and project/change management.
• Build strong relationships across field leadership and other cross-functional departments to influence decision making, drive process optimization and overall revenue effectiveness.
• Mentor Revenue Operations team members and help build a high-performance culture

What You Will Bring to Coupa:

• Strong executive presence and communication skills, and an ability to lead through influence and credibility across an organization.
• Drive field productivity by identifying, piloting, and embedding AI and modern automation tools in day-to-day work to scale processes and drive operational efficiency
• Solid leadership skills with the ability to act independently.
• Ability to manage and influence stakeholders
• Strong understanding of the revenue process with the ability to translate that knowledge to other teams, including Revenue, IT, and other revenue support teams.
• Excellent analytical skills combined with strong problem solving and organization skills and a high attention to detail.
• Sharp business acumen and judgement, and strong project management skills.
• Ability to work in a fast-paced, collaborative environment.
• Results driven and naturally curious with an ability to motivate those around them.
• Bachelor's degree in Business-related discipline; MBA and/or CPA an asset.
• 5-8 years of relevant experience in Revenue, Revenue operations, Sales Strategy or Business Operations.
• 5+ years of experience in the software industry and cloud platform businesses. Industry experience in B2B, HCM and/or SaaS technology an asset.
• Salesforce, Clari, Microsoft Excel, and other revenue analytics experience required, with experience in Tableau or other data visualization tools an asset.