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.

Why join Coupa?

• 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.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

Remote (Americas time zones) — some travel required

Individual contributor (no direct reports)

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 Rev Ops 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 with in the Revenue Strategy & Planning team that maintains the roster, quota, and bookings infrastructure and serve as Rev Ops'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

• Build and own the investment scenario models the Revenue org uses to evaluate GTM spend — headcount adds, segment and geo expansion, coverage-model changes, overlay and specialist roles, partner leverage

• Structure each question as a set of explicit, comparable scenarios — base, upside, downside — with stated assumptions, sensitivities, and the break-even conditions that would flip the answer

• Translate models into recommendations: what to fund, what to defer, what to stop, and the expected bookings and efficiency impact of each path

• Own the analysis — partnering with Rev Ops Intelligence to source the data, building the model, pressure-testing it, and presenting it to CRO- and CFO-level stakeholders who will push back on the math

• Model productive capacity by segment, geo, and role — ramp curves, attrition and backfill lag, quota coverage, and the gap between paper capacity and capacity that will actually carry a number

• Quantify the marginal return on the next hire: where the next AE, SE, SDR, or overlay dollar produces the most incremental bookings, and where coverage is already saturated

• Build the headcount investment case Revenue leadership takes into budget conversations — including what the plan does not fund and the quantified cost of that choice

• Stress-test…