Owns Coupa’s global sales roster, territory assignments, and quota allocation infrastructure. Leads the annual territory and quota-setting cycle, coordinates cross-functional stakeholders, maintains Salesforce and related systems, and provides analysis on territory effectiveness, quota coverage, productivity, and attrition. Supports M&A integration through GTM organization design, compensation and territory consolidation, account mapping, and systems migration. Serves as the source of truth for revenue organization structure and access requirements.
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 Strategy & Readiness Director at Coupa:
The Revenue Strategy & Readiness Director is the person who makes sure Coupa’s Revenue Org go-to-market engine has accurate, trustworthy data on who reports to whom (Org design), what accounts they are assigned (territory governance), and what they're expected to produce (quota assignment). This role owns the core quota and roster infrastructure that FP&A, HR, Sales leadership, and the Board rely on — and runs point on the annual territory and quota-setting cycle that resets that infrastructure every year. It's a role that shifts gears throughout the year: strategic and design-oriented during annual planning (territory design, quota methodology, cross-functional sign-off), and hands-on and execution-heavy the rest of the year (weekly roster updates, SFDC hygiene, ad-hoc quota changes, systems maintenance).
What You’ll Do
- Own the Global Sales Roster (GSR) as the single source of truth for AE headcount, territory assignment, and quota — keeping it accurate as reps join, leave, and get backfilled
- Own the quota model that calculates quota-on-the-street at any point in time and rolls up into the company's bookings forecast
- Run the recurring cadence of roster maintenance and the monthly formal submission to FP&A
- Support reports based on the Global Sales Roster as needed
- Run the annual territory design and quota-setting cycle from start to finish: account pool construction, holdover/do-not-touch rules, account reallocation, territory guidance and files, quota calculation methodology, and SKO launch
- Act as the de facto project manager of the cycle — owning the timeline, dependencies, and deliverables across RevOps, FP&A, Comp, and HR, and keeping every workstream on track to hit deadlines with numbers everyone trusts
- Stay hands-on in the model itself when needed — this isn't a pure coordination role; you'll be in the files and formulas as often as you're in the stakeholder meetings
- Translate territory and quota decisions into the systems and files that Sales, Comp, and Finance actually use day to day
- Partner with IT on the technical enhancements or launch of systems, translating GTM requirements into what gets configured and being a trusted SME for GTM requirements
- Serve as source-of-truth for IT on who reports to whom in the Sales org, and who should have access to what in Salesforce and other systems.
- Analyze territory effectiveness and quota coverage to flag gaps or imbalances before they become planning-cycle problems
- Run other ad hoc GTM analyses as they come up — e.g., AE productivity, account pool health, AE attrition trends — to support decisions from RevOps and Sales leadership
- Provide GTM strategy input on M&A integration — helping shape how an acquired company's go-to-market org folds into ours
- Lead the consolidation of comp plans and territories between the acquiring and acquired organizations
- Support systems migration and systems consolidation work - account mapping, requirements gathering
Sales Roster & Quota Allocation Model (QAM) — End to End
GTM Territory & Quota-Setting Cycle
GTM Systems Infrastructure
Ad Hoc Analysis
M&A Support
What You Will Bring to Coupa
- Critical thinking skills - this is a design role, not just an execution role
- 5–8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems, in B2B SaaS
- Has personally run an annual territory/quota-setting cycle before — this is not a role to learn that process for the first time or where you can wait to be told what to do
- Advanced Excel/Google Sheets skills; Sigma/Tableau/SQL highly preferred
- Comfort operating in ambiguity and building/improving process without a playbook already written
- Strong cross-functional stakeholder management — this role works constantly with IT, FP&A, HR, Talent Acquisition, and Sales leadership, and needs to build credibility with all of them
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.
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