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CoupaRevenue Strategy & Economics Director
Coupa is hiring a Revenue Strategy & Economics Director to act as the quantitative backbone for go-to-market investments within its sales organization and beyond. Coupa provides…
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About This Role
Coupa is hiring a Revenue Strategy & Economics Director to act as the quantitative backbone for go-to-market investments within its sales organization and beyond. Coupa provides a total spend management platform utilizing community-generated artificial intelligence to help businesses of all sizes improve operating margins through smarter business decisions. Operating as an individual contributor within the Revenue Strategy and Planning team, this role focuses heavily on economic modeling, scenario analysis, capacity…
Job Description
Coupa is hiring a Revenue Strategy & Economics Director to act as the quantitative backbone for go-to-market investments within its sales organization and beyond. Coupa provides a total spend management platform utilizing community-generated artificial intelligence to help businesses of all sizes improve operating margins through smarter business decisions.
Operating as an individual contributor within the Revenue Strategy and Planning team, this role focuses heavily on economic modeling, scenario analysis, capacity planning, and go-to-market route evaluations. The position suits quantitative professionals with deep expertise in SaaS revenue mechanics who can translate complex data into actionable recommendations for executive leadership including the Chief Operating Officer, Chief Revenue Officer, and Chief Financial Officer.
Responsibilities span building end-to-end investment scenario models, analyzing headcount return on investment, evaluating productivity and efficiency economics, assessing cost of sales, and supporting annual planning cycles. Candidates will also contribute quantitative input for mergers and acquisitions integration. While the role operates within Americas time zones remotely, some travel is required.
Responsibilities
- Build and own investment scenario models for go-to-market spend including headcount additions and segment expansions
- Model productive capacity across segments, geographies, and roles to quantify marginal returns on new hires
- Manage productivity analytics such as ramp times, win rates, cycle lengths, and the financial impact of employee attrition
- Calculate detailed cost of sales metrics by product, segment, and motion
- Model coverage and route-to-market alternatives prior to executive decision-making
- Serve as the primary quantitative contributor during annual territory and quota-setting cycles
- Write SQL queries and build views in Sigma or Tableau to establish trustworthy datasets
- Model the go-to-market impacts and integration plans for corporate acquisitions
Requirements
- Have 5 to 8 years of experience in a quantitative, revenue-facing role focused on RevOps or Sales Strategy within B2B SaaS
- Possess exceptional quantitative modeling skills with rigorous attention to assumptions and sensitivities
- Demonstrate fluency in SaaS revenue mechanics, seller economics, quota and capacity math, and sales efficiency
- Display expert-level proficiency in Excel or Google Sheets for building multi-scenario models
- Use SQL and business intelligence tools such as Sigma, Tableau, or Looker in practice
Qualifications
- Experience using Anaplan for planning, capacity, and quota modeling
- Working familiarity with Salesforce data structures including opportunities, accounts, and hierarchies
- Proficiency in Python, R, or dbt for advanced data tasks
- Prior exposure to merger and acquisition due diligence or go-to-market integration
- Background in strategy consulting, investment banking, private equity, corporate strategy, or FP&A paired with operational go-to-market experience
Core Skills
Benefits
- Two company-wide paid wellness days off annually
- Paid time off for birthdays
- Forty hours of paid volunteer time off annually
- Employee assistance program offering confidential 24/7 counseling and resources
- Business travel protection through Zurich Travel Assist
- Monetary referral bonuses for successful employee referrals
Frequently Asked Questions
What is the location and remote status for this role?
The position is remote within Americas time zones, though some travel is required.
Is this a management position with direct reports?
No, this is an individual contributor role with no direct reports.
What is the salary range for this position?
The salary ranges from $104,000 to $145,333 per year, determined by skills, experience, and geographic location.
What kind of professional background is expected?
Candidates need 5 to 8 years of quantitative, revenue-facing experience focused on RevOps or Sales Strategy in B2B SaaS, or backgrounds in strategy consulting, banking, private equity, or FP&A with operational go-to-market exposure.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.