Field Operations Director

Coupa Software Inc.; St. Louis (MO); On-site; USD 150,000 - 210,000; 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 Field Operations Director to guide revenue operations and sales strategy across the go-to-market function.

You will partner with senior leadership to drive efficiency, forecasting accuracy, and data-driven decision making while managing cross-functional programs. The role calls for substantial experience in software, cloud platforms, and B2B SaaS settings, plus the ability to influence through credibility.

Qualifications

• Bachelor's degree in business or related field; MBA/CPA asset.
• Experience leading revenue operations or sales strategy initiatives.
• Strong analytical and communication skills; ability to influence at executive level.

Responsibilities

• Act as trusted advisor to senior sales leaders from strategy to execution.
• Implement and execute the Coupa Revenue Operating Model.
• Provide leadership to sales leaders to achieve objectives and cadences.
• Drive territory planning, quota setting, and cross-functional plans aligned to company goals.
• Develop and implement best practices for reporting, forecasting, and revenue process optimization.
• Oversee revenue metrics, reports, and BI essential to the organization.
• Enhance business operations processes across applications, data, and reporting.
• Build relationships across field leadership to influence decisions and drive revenue.
• Mentor Revenue Operations team and foster a high-performance culture.

Skills

Executive presence

Leadership

Stakeholder management

Revenue operations

Go-to-market alignment

Forecasting & analytics

Cross-functional collaboration

Education

Bachelor's degree in Business

MBA

CPA

Tools

Salesforce

Clari

Microsoft Excel

Tableau

Job description

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 Field Operations Director at Coupa:

The mission of Revenue Operations is to drive alignment across our go-to-market teams and optimize revenue performance. As a Lead Revenue Operations Business Partner, you will serve as the strategic advisor and operational partner to senior sales leaders. You’ll be responsible for increasing operational efficiencies, streamlining processes, managing performance metrics, and enabling data-driven decisions across the Revenue organization. Your responsibilities include Go-To-Market execution, demand planning, forecasting, pipeline health, performance management, reporting & analytics, business insights, business processes, and sales tools, and ensuring the revenue excellence model is standardized and implemented across the Revenue business.

What You'll Do:

• Act as the trusted advisor and partner to the business with credibility and influence from strategy to execution
• Implement and execute the Coupa Revenue Operating Model.
• Provide leadership and counsel to sales leaders to implement objectives and cadences that appropriately reflect and drive our business goals.
• Drive territory planning and quota setting processes and related activities, working with cross-functional teams to build plans that align to corporate goals and strategy.
• Develop and implement best-practices, processes, and cadences to establish quality, accuracy, and process consistency across reporting, forecasting, quota setting and management, and overall revenue process optimization while minimizing administrative overhead.
• Oversee the creation, accuracy, and efficient distribution of revenue metrics, reports, and other revenue related business intelligence essential to the organization.
• Actively contribute to the enhancement of business operations processes covering applications, data, reporting, field engagement and project/change management.
• Build strong relationships across field leadership and other cross-functional departments to influence decision making, drive process optimization and overall revenue effectiveness.
• Mentor Revenue Operations team members and help build a high-performance culture

What You Will Bring to Coupa:

• Strong executive presence and communication skills, and an ability to lead through influence and credibility across an organization.
• Solid leadership skills with the ability to act independently.
• Ability to manage and influence stakeholders
• Strong understanding of the revenue process with the ability to translate that knowledge to other teams, including Revenue, IT, and other revenue support teams.
• Excellent analytical skills combined with strong problem solving and organization skills and a high attention to detail.
• Sharp business acumen and judgement, and strong project management skills.
• Ability to work in a fast-paced, collaborative environment.
• Results driven and naturally curious with an ability to motivate those around them.
• Bachelor's degree in Business-related discipline; MBA and/or CPA an asset.
• 5-8 years of relevant experience in Revenue, Revenue operations, Sales Strategy or Business Operations.
• 5+ years of experience in the software industry and cloud platform businesses. Industry experience in B2B, HCM and/or SaaS technology an asset.
• Salesforce, Clari, Microsoft Excel, and other revenue analytics experience required, with experience in Tableau or other data visualization tools an asset.

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 daysoffeach 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.
• BirthdayTime-Off:Celebrate your day!Coupa provides a paid dayoffon yourbirthdayor another day of your choice within yourbirthdaymonth.
• VolunteerTimeOff(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.