Revenue Systems Director, Revenue Operations - 11912

About this role

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?

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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.

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Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

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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 the Revenue Systems Director, Revenue Operation at Coupa:
Director, Revenue Systems — Revenue Operations Revenue Operations · Reports to Leader, Demand Orchestration Position summary The Director, Revenue Systems — Revenue Operations is accountable for how the revenue systems stack is used in the field and for the business outcomes that result. The position owns process design, standards of use, rollout, change management, adoption and the design of systems enablement for the go-to-market organization. The position is the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services and Sales Enablement, and represents field requirements in the design of every capability. It holds joint accountability with the Director, Revenue Systems — Platform and Architecture for strategy, roadmap and solution design, and separate accountability for field process, adoption and enablement design.
What You'll Do:

Principal Responsibilities

Process Design and Standards of Use

• Defines the go-to-market process design supported by the revenue systems stack, including prospecting and outbound motions, opportunity progression, forecast cadence, pipeline hygiene and partner and advisory engagement.

• Defines the standards of use for each in-scope platform, including required activity capture, stage entry and exit criteria, data entry expectations and inspection routines.

• Translates field requirements into documented process and solution requirements, and prioritizes them with the Director, Revenue Systems — Platform and Architecture.

• Accountable for process-driven data quality, including remediation of defects whose root cause is field behaviour rather than system design.

Field Engagement and Requirements

• Serves as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services and Sales Enablement for revenue systems matters.

• Establishes and operates a structured mechanism for capturing field requirements, friction and feedback across segments, regions and routes to market, and converts it into prioritized demand.

• Represents field impact in planning cycles, including territory, quota, capacity and segmentation changes requiring process or system change.

• Ensures process design accounts for segment, region and partner variation, and determines where variation is warranted and where standardization is required.

Rollout, Change Management and Adoption

• Accountable for the rollout of system and process change into the field, including change impact assessment, communication planning, phasing and readiness criteria.

• Accountable for adoption of released capability, measured against defined targets, and for the remediation plan where adoption targets are not met.

• Defines and operates the inspection routines and reporting that measure process compliance and adoption by segment, region and team.

• Manages stakeholder alignment and resistance during change, escalating to the Leader, Demand Orchestration where leadership intervention is required.

Enablement Design

• Designs the systems enablement programme, including learning objectives, content, role-based curricula, certification criteria and reinforcement approach. Delivery into the field is executed by Sales Enablement.

• Partners with Sales Enablement on scheduling, delivery channel, onboarding integration and measurement of learning outcomes, and is accountable for the quality and accuracy of the content provided.

• Maintains the field-facing documentation set, including process guides, standards of use, release communications and reference materials.

• Establishes a feedback loop from enablement delivery and field usage back into process design and roadmap prioritization.

Forecasting and Pipeline Process

• Owns the forecasting and pipeline inspection process, including cadence, participation, submission standards, roll-up hierarchy expectations and the definitions applied by sales management.

• Partners with Sales, Finance and the Platform and Architecture position on forecast accuracy improvement, distinguishing process causes from system causes.

• Defines the deal inspection and pipeline review routines supported by the conversational intelligence and pipeline inspection platforms.

Artificial Intelligence Adoption

• Identifies and prioritizes artificial intelligence and automation use cases based on field friction, seller time allocation and process constraints.

• Accountable for field adoption of artificial intelligence capability, including pilot design with field participants, redesign of the affected workflows and measurement of adoption and outcome.

Performance Measures

• Adoption of released capability against defined targets, by segment and region.

• Process compliance measures, including activity capture, stage discipline and inspection routine participation.

• Forecast accuracy and pipeline data quality attributable to process, against…