Revenue Systems Director, Revenue Operations

Coupa Software

. Define go-to-market process design for prospecting, outbound motions, opportunity progression, forecasting, pipeline hygiene, and partner/advisory engagement .

Posted 10/2/2026full-timeRemote • United StatesLead💰 $152,000 - $213,333 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Revenue Operations and go-to-market strategy, with a strong focus on process design, data quality, and stakeholder management. Proficient in leveraging technology and analytics to drive adoption and improve forecasting accuracy in sales environments.

Highest-signal resume keywords

Revenue Operations ExperienceGo-To-Market Strategy DesignAdvanced Salesforce KnowledgeForecasting and Pipeline ManagementAI and Automation Implementation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Process DesignData Quality ManagementAnalytical CapabilityCRM KnowledgeSales Enablement Program DesignMulti-Platform Technology ArchitectureData ArchitectureConversational IntelligenceForecasting PlatformsIntegration Design

Soft Skills

Influencing StakeholdersChange ManagementCommunication SkillsCollaborationProblem-Solving

Tools & Technologies

SalesforceCRM PlatformsSales Engagement ToolsForecasting PlatformsConversational Intelligence Tools

Industry Keywords

Revenue OperationsSales OperationsGo-To-Market ProcessesEnterprise ApplicationsData Reconciliation

About the role

Key responsibilities & impact

Define go-to-market process design for prospecting, outbound motions, opportunity progression, forecasting, pipeline hygiene, and partner/advisory engagement
Define platform standards of use, activity capture requirements, stage criteria, data expectations, and inspection routines
Translate field requirements into documented process and solution requirements and prioritize them with Platform and Architecture leadership
Own process-driven data quality and remediate field-behavior defects
Serve as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services, and Sales Enablement
Capture and prioritize field requirements, friction, and feedback across segments, regions, and routes to market
Represent field impact in territory, quota, capacity, and segmentation planning
Lead rollout of system and process changes, including impact assessment, communications, phasing, and readiness
Drive capability adoption, inspection routines, compliance reporting, and remediation plans
Manage stakeholder alignment and resistance during change
Design systems enablement programs, curricula, certification criteria, and reinforcement approaches
Partner with Sales Enablement on delivery, onboarding, scheduling, and learning-outcome measurement
Maintain field-facing process documentation, standards, release communications, and reference materials
Own forecasting and pipeline inspection processes and improve forecast accuracy with Sales, Finance, and Platform Architecture
Define deal inspection and pipeline review routines using conversational intelligence and pipeline inspection platforms
Identify and prioritize AI and automation use cases
Lead AI capability pilots, workflow redesign, and adoption and outcome measurement

Requirements

What you’ll need

Bachelor's degree, or equivalent practical experience
Ten or more years of experience in Revenue Operations, Sales Operations, Sales Enablement or go-to-market strategy and operations, including significant field-facing responsibility
Experience designing and rolling out technology-supported go-to-market processes at scale across multiple segments or regions
Experience owning adoption outcomes for system or process change, including measuring and remediating adoption shortfalls
Working knowledge of CRM, sales engagement, prospecting and contact data, conversational intelligence, and forecasting platforms
Experience designing enablement or training programs for a sales organization
Ability to influence senior go-to-market stakeholders without direct authority and uphold process standards
Analytical capability, including defining adoption and process measures, sourcing data, and evaluating change outcomes
Experience with forecasting and pipeline management in an enterprise sales environment
Bachelor's degree in a technical discipline, or equivalent practical experience
Ten or more years of experience in go-to-market systems, Revenue Operations, Sales Systems or enterprise applications, including significant technical or architectural experience
Experience architecting and delivering a multi-platform revenue or go-to-market technology stack
Advanced Salesforce knowledge, including data model and object architecture, automation, permissions, release management, and platform customization constraints
Experience designing and operating integrations across go-to-market platforms, including error handling, monitoring, and data reconciliation
Experience owning data architecture and data quality in customer or revenue data environments
Experience implementing AI or automation in a go-to-market context, including governance and measurement
Experience partnering with Information Technology and Information Security functions in enterprise change and architecture processes
Experience leading platform evaluation, selection, and consolidation with documented business cases

Benefits

Comp & perks

Two company-wide paid wellness days off each year
Paid birthday day off
40 hours of paid volunteer time off annually
Free, confidential, 24/7/365 Employee Assistance Program
Business travel medical, safety, pre-trip planning, and emergency support
Monetary referral bonuses
Location-specific medical and dental insurance
Location-specific retirement/pension plans
Location-specific life or accident protection