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About the Role
The Revenue Strategic Programs Director - Change Agent ensures the field is informed about critical priorities, changes, and actions. This role builds communication channels between revenue leadership and the field to drive clarity and speed on revenue-generating priorities and changes, owning the change management and field communication for Coupa's revenue programs.
Responsibilities
- Design, launch, and run clear, consistent channels for revenue priorities and changes.
- Establish a communication cadence, including regular priorities updates and "what changed" digests.
- Maintain a single source of truth for current revenue priorities, programs, and process changes.
- Translate complex strategy, policy, and program decisions into concise messages for field teams.
- Define communication needs by region, segment, and role.
- Lead change management for revenue initiatives, including stakeholder mapping and readiness planning.
- Partner with Enablement, Sales Leadership, Customer Success, and Marketing to align messages and tools.
- Equip frontline managers with talking points and guidance.
- Track adoption and understanding, adjusting the approach as needed.
- Sharpen and sequence top revenue-generating priorities into a clear list for the field.
- Cut through competing business asks to ensure high-impact messages are delivered.
- Shorten the time between leadership decisions and field awareness and action.
- Create two-way channels for field feedback to shape program design and communication.
- Act as the voice of the field with leadership, surfacing friction and confusion.
- Close the loop by showing the field how its input led to changes.
- Support strategic revenue programs with program management discipline.
- Define metrics for communication effectiveness and change adoption.
- Celebrate and motivate participation with leaderboards and incentives.
- Report progress, risks, and lessons learned to leadership.
Requirements
- 10+ years of experience in revenue operations, sales strategy or enablement, change management, strategic communications, program management, consulting, or a related field.
- Demonstrated success driving change management and adoption among large, distributed field or sales teams.
- Exceptional writing and communication skills, with the ability to make complex topics simple, accurate, and actionable.
- Experience building and running communication channels, cadences, and content for a sales or customer-facing audience.
- Strong program and project management discipline, including planning, stakeholder management, and status tracking.
- Working knowledge of revenue metrics and go-to-market motions.
- Ability to influence senior leaders and frontline teams.
- Ability to work across a matrixed global organization.
- Comfort with ambiguity and pace.
- Judgment to know what the field needs to hear first.
Skills
- Change management
- Field communication
- Revenue programs
- Stakeholder mapping
- Impact assessment
- Readiness planning
- Communication strategy
- Program management
- Sales strategy
- Strategic communications
- Consulting
- B2B SaaS
- Technology
- Project management
- Go-to-market motions
- Influence
- Ambiguity
- Pace
Experience Level
- 10+ years of experience
Salary/Compensations
- $177,000 - $247,000 a year
Benefits
- Global Wellness Days
- Birthday Time-Off
- Volunteer Time Off (VTO)
- Employee Assistance Program (EAP)
- Business Travel Protection
- Referral Bonus Program
- Comprehensive medical/dental insurance
- Retirement/pension plans
- Life or accident protection
About the Company
- 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 spend data across a global network of 10M+ buyers and suppliers.
- We empower businesses with the ability to predict, prescribe, and automate smarter, more profitable business decisions.
- Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
- Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
- Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Equal Opportunity
- Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.
- Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.