Revenue Strategy & Readiness Director

Coupa Software

. Own the Global Sales Roster as the single source of truth for AE headcount, territory assignment, and quota .

Posted 10/2/2026full-timeRemote • Illinois • United StatesLead💰 $104,000 - $145,333 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing Global Sales Roster, quota modeling, and territory design within B2B SaaS environments. Proficient in advanced data analysis and cross-functional collaboration to drive operational efficiency and strategic decision-making.

Highest-signal resume keywords

RevOps ExperienceQuota-Setting Cycle ManagementAdvanced Excel SkillsSQL ProficiencyCross-Functional Stakeholder Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota ModelingTerritory DesignData AnalysisAccount MappingProcess Improvement

Soft Skills

Critical ThinkingComfort Operating in Ambiguity

Tools & Technologies

Google SheetsTableauSigma

Industry Keywords

B2B SaaSSales OperationsFP&AGTM SystemsM&A Integration

Tech Stack

Tools & technologies

SQLTableau

About the role

Key responsibilities & impact

Own the Global Sales Roster as the single source of truth for AE headcount, territory assignment, and quota
Own the quota model calculating quota-on-the-street and rolling up into the bookings forecast
Run roster maintenance and monthly formal submission to FP&A
Support Global Sales Roster reporting
Run the annual territory design and quota-setting cycle end to end
Manage timelines, dependencies, and deliverables across RevOps, FP&A, Compensation, and HR
Translate territory and quota decisions into operational systems and files
Partner with IT on GTM systems enhancements and launches
Serve as the source of truth for Sales reporting lines and system access
Analyze territory effectiveness, quota coverage, AE productivity, account pool health, and attrition trends
Provide GTM strategy input for M&A integration
Lead consolidation of compensation plans and territories
Support systems migration and consolidation, including account mapping and requirements gathering

Requirements

What you’ll need

5–8 years of experience in RevOps, Sales Ops, FP&A, or GTM Systems in B2B SaaS
Personally run an annual territory/quota-setting cycle before
Advanced Excel/Google Sheets skills
Sigma/Tableau/SQL highly preferred
Critical thinking skills
Comfort operating in ambiguity and building or improving processes without an existing playbook
Strong cross-functional stakeholder management
Experience working with IT, FP&A, HR, Talent Acquisition, and Sales leadership

Benefits

Comp & perks

Two company-wide paid wellness days off each year
Paid day off on your birthday or another day within your birthday month
40 hours of paid Volunteer Time Off annually
Free, confidential, 24/7/365 Employee Assistance Program
Business travel protection through Zurich Travel Assist
Monetary referral bonuses for successful referrals
Comprehensive medical/dental insurance
Retirement/pension plans
Life or accident protection