Revenue Strategy & Economics Director

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.

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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 does another ten AEs in a given segment actually return, and when; which segments and geos are earning their cost of coverage; whether a change pays for itself, and in what year.

Core scope is the Sales organization; however, it is rapidly expanding to serve other parts of the business (e.g., Partners, Value Solution Advisory, and Customer Success).

It is a modeling and judgment role, partnering closely with RevOps Intelligence and FP&A for data and decision-making. The deliverables are recommendations with the math behind them: sized, sensitivity-tested, and framed so the COO, CRO, and CFO can act on them. You'll work within the Revenue Strategy & Planning team that maintains the roster, quota, and bookings infrastructure and serve as RevOps's primary quantitative POV in the annual planning cycle. Your job is to make sure the investment decisions that flow into it are the right ones, and that the assumptions underneath the plan hold up