The Role
Leads Coupa’s global portfolio of revenue programs from strategy and business case through execution, adoption, and measurable business impact. Aligns sales and revenue functions, manages governance, dependencies, risks, and executive reporting, and drives change management across field teams. Develops scalable operating models, playbooks, dashboards, and adoption metrics while advising senior revenue leadership and mentoring program resources.
Summary Generated by Built In
Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
- Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
- Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
- Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Revenue Strategic Programs Director 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:
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
Strategic Program Leadership
Global Cohesion and Cross-Functional Alignment
Program Design and Operating Model
Change Management and Field Adoption
Execution Tracking and Business Impact
Leadership and Influence
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.
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:
Global Well-Being Perks (For All Employees Globally)
- Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
- Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
- Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
- Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
- Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
- Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .
Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Skills Required
- 15+ years of experience in revenue operations, sales strategy, business operations, strategic programs, consulting, or a related field
- Experience leading complex, cross-functional, global programs across multiple revenue functions with measurable results
- Demonstrated change management expertise driving adoption of processes, tools, or go-to-market motions among large field teams
- Strong strategic thinking and ability to translate strategy into detailed execution plans
- Excellent program and project management skills, including planning, governance, risk management, and status reporting
- Strong analytical skills and familiarity with pipeline, conversion, bookings, ARR, retention, and sales productivity metrics
- Outstanding communication and executive presence with ability to influence senior stakeholders and frontline teams
- Ability to operate comfortably with ambiguity and prioritize effectively in a fast-paced environment
- Experience at a B2B SaaS or technology company
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Coverage includes medical, dental, and vision for employees and dependents starting Day 1, and plan quality is often characterized as good to very good. Mental‑health and employee‑assistance resources further bolster the offering.
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Leave & Time Off Breadth — Flexible/unlimited-style time off, floating holidays, and 40 hours of paid volunteer time are highlighted across locations. These policies are frequently cited alongside strong overall PTO usability depending on role and workload.
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Parental & Family Support — Paid parental leave and family-support resources (e.g., adoption, surrogacy, and back-to-work assistance) are explicitly included. Recent examples reference multi‑month leave durations for new parents.
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The Company
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
Typical time on-site:
Flexible
Foster City
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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