Revenue Strategy & Analytics Director

The Opportunity

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.

The impact of the Revenue Strategy & Analytics Director

Location: Remote (Americas time zones) — some travel required

Type: Individual contributor (no direct reports)

About the Role:

The Revenue Strategy & Economics Director is the quantitative backbone of how Coupa decides where to put its next go-to-market dollar. This role builds and owns the scenario models behind the Revenue org's hardest investment questions.

What You'll Do:

• Build and own investment scenario models for GTM spend.
• Model productive capacity, quantify headcount ROI, and stress-test hiring plans.
• Own productivity and efficiency analytics, including cost of sale economics.
• Model GTM model and routes-to-market alternatives.
• Serve as the primary quantitative input into the annual territory and quota-setting cycle.
• Build reusable data models, consistent definitions, and documented methodology.
• Model GTM impact of acquisitions and support integration decisions.

What You Will Bring to Coupa:

• Exceptional quantitative modeling ability; Anaplan experience strongly preferred.
• Fluency in SaaS revenue mechanics, seller economics, and efficiency metrics.
• Judgment and the ability to defend positions with senior stakeholders.
• 5–8 years in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS.
• Expert Excel/Google Sheets; SQL and a BI tool (Sigma, Tableau, Looker) used in practice.
• Ability to turn a model into a short executive argument.
• Comfort operating in ambiguity and owning an analytical agenda.

Nice-to-haves:

• Experience with planning tools (Anaplan, Pigment, or similar).
• Working familiarity with Salesforce data.
• Python, R, or dbt for heavier data work.
• Exposure to M&A diligence or GTM integration.
• Experience presenting to a CRO, CFO, or board audience.

What This Role Is Not:

• Not a Sales Leader-supporting Business Partner role focused on forecasting, performance management, or QBRs.
• Not a data-modeling or dashboard-building role.
• Not a systems administration or Salesforce configuration role.

Benefits & Wellness

• Global Wellness Days: two paid company-wide wellness days off each year.
• Birthday Time-Off: a paid day off on your birthday or another day in your birthday month.
• Volunteer Time Off (VTO): 40 hours of paid VTO annually.
• Employee Assistance Program (EAP): free, confidential, 24/7 counseling and resources.
• Business Travel Protection: Zurich Travel Assist coverage during business travel.
• Referral Bonus Program: monetary referral bonuses for hires.

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.