Revenue Strategic Programs Director

The Impact of a Revenue Strategic Programs Director - Change Agent at Coupa:

The Revenue Strategic Programs Director is a high-impact strategic catalyst. You will drive global cohesion, steer the top revenue-generating priorities, and lead end-to-end execution across Coupa’s Revenue Organizations.

You will bridge high-level strategy and operational reality. That means designing and implementing robust revenue programs while staying focused on change management and tracking execution for the field.

This role suits a change agent who shifts gears easily. You are strategic, design-oriented, and consultative. You are also execution-focused, rigorous, and programmatic, so that key initiatives stick and deliver measurable business value.

What You'll Do:

Strategic Program Leadership

• Own the portfolio of top-priority global revenue programs, from concept and business case through launch, adoption, and measurable impact.
• Translate executive revenue strategy into clear program charters, success metrics, timelines, and resourcing plans.
• Prioritize and sequence initiatives across Sales, Specialists, Presales, Partnerships, Enablement, Finance, and Product so the field is not overloaded and the highest-value priorities move first.
• Anticipate dependencies, risks, and trade-offs. Escalate with clear recommendations and drive timely decisions.

Global Cohesion and Cross-Functional Alignment

• Align regions, segments, and functions around a single set of revenue priorities, a shared operating rhythm, and consistent execution.
• Partner with CRO and COO, along with leaders across the Revenue Org and adjacent teams to remove silos and resolve conflicting priorities.
• Facilitate executive steering committees, program reviews, and planning cycles, such as annual planning, quarterly business reviews, and revenue kickoffs.

Program Design and Operating Model

• Design scalable programs, processes, and governance models that work at global scale and can be tailored to regional and segment needs.
• Use data, field input, and customer insight to diagnose revenue-performance gaps and develop solutions.
• Build and maintain the playbooks, frameworks, and templates that make program delivery repeatable.

Change Management and Field Adoption

• Lead change management for revenue initiatives, including stakeholder mapping, communications, training and enablement coordination, and reinforcement.
• Act as the voice of the field in program design, and the voice of strategy in the field.
• Define and track adoption metrics, then act on what they show: correct course, reinforce, or retire initiatives that aren’t delivering.

Execution Tracking and Business Impact

• Run rigorous program management, including milestones, status reporting, RAID logs, and clear ownership and accountability.
• Design dashboards and executive reporting that connect program activity to pipeline, bookings, retention, expansion, and productivity outcomes.
• Measure and communicate business value realized, and capture lessons learned to improve future programs.

Leadership and Influence

• Lead through influence across a matrixed global organization, and direct or mentor program managers and project resources as the portfolio requires.
• Act as a trusted advisor to the CRO, COO and revenue leadership on strategy, prioritization, and organizational readiness.

What You Will Bring to Coupa:

• 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or a related field, ideally at a B2B SaaS or technology company.
• Proven experience leading complex, cross-functional, global programs that spanned multiple revenue functions and delivered measurable results.
• Demonstrated change management expertise, including driving adoption of new processes, tools, or go-to-market motions among large field teams.
• Strong strategic thinking, with the ability to move quickly from big-picture strategy to detailed execution plans.
• Excellent program and project management discipline, including planning, governance, risk management, and status reporting.
• Strong analytical skills and comfort with revenue metrics such as pipeline, conversion, bookings, ARR, retention, and sales productivity.
• Outstanding communication and executive presence, with the ability to influence senior stakeholders and frontline teams.
• Comfort with ambiguity, and the ability to prioritize and make sound decisions in a fast-paced environment.