Revenue Strategy & Analytics Director

Join Coupa, a leading global technology platform for Business Spend Management (BSM). As the Director of Revenue Strategy & Economics, you will be the quantitative backbone of our revenue organization, building and owning scenario models to evaluate go-to-market investments. You will partner closely with RevOps Intelligence and FP&A for data and decision-making, and your recommendations will be presented to senior stakeholders including the COO, CRO, and CFO. This role offers the opportunity to make a significant impact on the company's growth and success.

• Build and own the investment scenario models the Revenue organization uses to evaluate go-to-market spend, including headcount adds, segment and geo expansion, and coverage-model changes.
• Translate models into recommendations: what to fund, what to defer, what to stop, and the expected bookings and efficiency impact of each path.
• Partner closely with RevOps Intelligence and FP&A for data and decision-making, and present findings to CRO- and CFO-level stakeholders.

• Fluency in SaaS revenue mechanics: ACV versus bookings versus revenue, pipeline coverage and conversion, quota and capacity math, ramp, attainment distribution, CAC payback and sales efficiency
• Exceptional quantitative modeling ability. You structure ambiguous questions into scenarios, and are rigorous about assumptions, sensitivities, and what the model cannot tell you. Anaplan experience strongly preferred
• Precision against a close calendar: while the commission calculation sits here, the output gets paid to people and reported upward, so it has to be right, reconcilable, and defensible line by line
• Can turn a model into a short executive argument — the recommendation, the two numbers that matter, and an articulation of what is still unknown
• Comfort operating in ambiguity and owning an analytical agenda without a playbook already written
• 5–8 years in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS — Strategy consulting, banking or PE, corporate strategy, and FP&A backgrounds fit if paired with real operational exposure to how GTM works (territory balancing, how sellers get credited and paid, etc)
• Judgment, not just math — you identify which question actually matters, take a position, and defend it with senior stakeholders
• Fluency in the mechanics of seller economics — quota credit and splits, overlay and specialist crediting, SKU-level bag definitions — and the ability to reconcile calculated payouts against finance actuals
• Expert Excel/Google Sheets — multi-scenario models with structure someone else can audit; SQL and a BI tool (Sigma, Tableau, Looker) used in practice, not just understood conceptually
• Working familiarity with Salesforce data — opportunity, account, and hierarchy structures as they actually behave
• Experience with planning tools (Anaplan, Pigment, or similar), particularly capacity and quota modeling in them
• 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