Director, Revenue Systems & Operations

Coupa Software Inc.; Washington (District of Columbia); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Global Wellness Days

BirthdayTime-Off

VolunteerTimeOff (VTO)

Employee Assistance Program (EAP)

Business Travel Protection

Referral Bonus Program

Job summary

Coupa Software Inc. is seeking a Director of Revenue Systems — Revenue Operations to lead the design, rollout, and adoption of the revenue systems stack. You will partner with Sales, Marketing, Partners, and Advisory Services to translate field needs into scalable processes and enablement programs.

The role focuses on forecasting, pipeline governance, data quality, and standardized practices across regions and segments, with a strong emphasis on change management and field enablement.

Qualifications

• Bachelor's degree or equivalent practical experience.
• Ten or more years in Revenue Operations, Sales Operations, or go-to-market strategy with field-facing responsibility.
• Accountability for design and rollout of go-to-market processes supported by technology.
• Ownership of adoption outcomes for system or process change.
• Working knowledge of CRM, sales engagement, predictive analytics and forecasting.

Responsibilities

• Define go-to-market process design supported by revenue systems, including prospecting, outbound motions, and forecast cadence.
• Set standards of use for each in-scope platform and data-entry expectations.
• Translate field requirements into documented process and solution requirements and prioritize with leadership.
• Own process-driven data quality and remediation of defects tied to field behavior.
• Serve as primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services and Sales Enablement.

Skills

Revenue Operations

Go-to-market strategy

Forecasting

Cross-functional leadership

Data analysis

Change management

Education

Bachelor's degree, or equivalent

Tools

CRM systems

Sales engagement tools

Forecasting platforms

Job description

Coupa Software Inc. is seeking a Director of Revenue Systems — Revenue Operations to lead the design, rollout, and adoption of the revenue systems stack. You will partner with Sales, Marketing, Partners, and Advisory Services to translate field needs into scalable processes and enablement programs.

The role focuses on forecasting, pipeline governance, data quality, and standardized practices across regions and segments, with a strong emphasis on change management and field enablement.